Strategic Selling® with Perspective helps organizations develop comprehensive strategies to win complex sales opportunities. Through the strategic analysis of a sales goal, sellers are able to identify key decision makers faster and engage with them more often, evaluate their competitive position, and differentiate their solution.
Emphasizing the need to add value early in the sales cycle by understanding the customer’s business and objectives in a deeper way, Strategic Selling weaves Perspective into this repeatable, scalable, and consistent framework. Participants will develop their sales strategy, as they move step-by-step through the methodology to identify, organize, and test the information critical to a deal’s success.
Conceptual Selling® with Perspective gives sales professionals a simple, repeatable, customer-focused approach for planning and carrying out critical customer interactions such as sales calls and meetings using a Joint Venture Selling approach.
Conceptual Selling® with Perspective provides sales professionals the ability to tie their call planning strategy to specific opportunities, ensure alignment with the customer’s buying process, and share
valuable insights related to the customer’s concept. The methodology for complex Customer-Focused Interactions is supported by the Meeting Plan (Green Sheet), a tool that provides a framework for developing a successful Win-Win strategy for meetings.