Strategic Selling Skills

Deliverables

On completion of this 14-hour workshop, the participants will be able to:

  1. Effectively complete strategic analysis on a Single Sales Objective using the Blue Sheet.

  2. Understand the underlying principles of each block the Blue Sheet, including :

    • Single sales objective
    • Buying influences and their roles and modes
    • Wins and results
    • How well are the bases covered?
    • My position vs. competition
    • Ideal customer criteria
    • Sales funnel
    • Summary of my position today
    • Possible actions
    • Best action plan

  3. Identify Strengths and Red Flags throughout the strategic selling process.

Introduction

The benefits of Strategic Selling Process

Exercises

Each 1-hour exercise aims to <fill in the blank, perhaps link it to the Blue Sheet>

  • Adequacy of current position and Buying influences involved (30 min each)

  • Buying influences involved

  • Buying influence roles

  • Buying influence mode

  • Buying influence key win results

  • Your position with the economic buy influence

  • Testing your coach

  • My position versus the competition

  • Ideal customer criteria

  • Sales funnel

  • Timing for priorities

  • Summary of my position today, possible actions and alternate positions, and best action plan

Q&A Session

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What’s Next?

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Conclusion

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