About this Presentation
This presentation is not about the strategy and tactics tree or a Viable Vision. This presentation covers the profile of the right businesses; business results premise; buying influences; universal buying cycle; launching the offer-strategy; winning the sale-where to begin; winning the sale-building the trust; and a winning proposal. Some points are strategies and some are tactics. The business profile where this model of selling fits: the business sells to other business; the 80/20 rule applies to their revenue; a sales force is required (direct or indirect); more than one person must be sold; and the sale is rarely closed in the first call. Each point is discussed in some detail providing both strategies and tactics. The universal buying cycle is described. In summary, a robust solution doesn’t sell itself, assumptions for salespeople must be explicit; choose easy accounts first to test the process; call on all buying influences, trust is built by what is learned; and selling is not telling-selling is learning.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
Instructor(s)
