Essay on The New Strategic Selling (Notes)

653 WordsMar 15, 20143 Pages
Strategic Selling The 6 elements of strategic selling 1. Buying influences a. Economic Buying Influence i. The person with final approval to buy. ii. Can say yes when everybody else said no or vice-versa. iii. Asks “What return will we get on this investment? How will this impact our organization?” b. User Buying Influences i. The person(s) that judges the impact of the product/service on their job performance. ii. Asks “How will it work for me in my job or my department?” c. Technical Buying Influences i. Screens out possible suppliers by focusing on how well it meets specifications. ii. Can’t give a final yes, but can give a final no. iii. Asks “Does this meet the specifications?” d. Coach i. A guide to a particular sales…show more content…
c. Even Keel i. Perceives no discrepancy between reality and desired results ii. They have no incentive for change and are therefore not very receptive to new solutions. d. Overconfident i. Perceives reality as exceeding desired results. ii. Are not receptive to new solutions because change represents a threat to their current success. 4. Win-Results a. A Result is the impact the product or service can have on the Buyer’s business process b. A Win is a personal gain that satisfies an individual Buyer’s perceived self-interest. c. A Win-Result is a Result that gives a Buying Influence a Win. d. Win-Results are the real reason people buy. e. Win-Win scenario means a win for yourself as well as for each Buying influence. 5. Ideal Customer Profile 6. Sales Funnel a. Universe: Prospect – “Data suggests a potential fit” b. Above the funnel: Qualify – “Data suggests a possible order” c. In the Funnel: Cover the Bases – “Data verifies a possible order” d. Best Few: Close and Order Axioms • A Complex Sale is one in which a number of people must give their approval or input before the buying decision can be made. • Whatever got you where you are today is no longer sufficient to keep you there. • In the Complex Sale, a good tactical plan is only as good as the strategy that led up to it. • You can succeed in sales today only if you know what you’re doing and why. • People buy when, and only when, they perceive a

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