Strategic Selling Bpas PPT. The New Strategic Selling remains essential reading for any sales directors, managers or executives in any type of company and industry. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. Paired cash balance plan with 401(k) / profit sharing plan. Technical Buying Influences. To avoid the roller coaster: 1. A trusted sales process to meet the changing expectations of the modern buyer. While we have all read countless tips for strategic selling initiatives, it’s interesting that most people forget the two main goals of any sales process. 0000003343 00000 n This person should be identified as early as possible in the selling process and is usually highly-placed in the organization. The basic goal of Strategic Selling is to provide enough information, in a timely fashion, to allow salespeople to make the right decisions with regard to opportunities. Leverage supporters (a “Strength”) against the negativity of technical buyers. 0000001549 00000 n Build by analyzing the demographic and psychographic characteristics common to your current and past good customers. Get this from a library! Every great salesperson must possess credibility. Examples include recognition, etc. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. *��(� �|���`#��.��Ֆ��^� y�ד��8�C�Q�G-���&��rN��5NXC���Rqg�0����s�|�{kV�A�m�R�'!��V��ʐ�ʐ'K�D�d���>�z5�e�Ax���R�p�Zյ,qAr��ô+�(�ٌU�� ���ՕE��(�M����1d_�����N4VP "�y`�F ��'K�R/?���!�$��Ӥ���6�xT�ik%��+��ieY��R�օ�e��yȋ��N�3NT��� ��t�����c_�.�]����]�A~De��ZmjL����E�w]����C��,�������Q��{�[��(!Ҏ8.�Aj�vː��A;��3��@d��DUʽ��U'��V����~�3��:�z(d��mSX�L�4('i�@����'��u$]K'd��,@��d����-���CY�"��l����V��V�>v�/��C�����7�A㛦v`��Yã8��Sc��B���T͓�Б�oA5"QG��p�W&N�nW�}�%��#Ǽ͏m3P*L��+�(x���J5�Z�@[�9�p=`|4����o�D�|As��F.�[��̇���r��|����K%>�h��M�i��. 0000000676 00000 n The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. 0000003122 00000 n 2. The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. 0000002848 00000 n 0000001394 00000 n - Key is to manage every sales objective as a joint venture – a mutually beneficial transaction Strategic Selling® with Perspective is considered the leading sales training program by Fortune 1000 companies around the world. Buyers will only be receptive to change if they see a gap between their current reality and the results they desire in a context of a specific situation. %%EOF Coach: Individuals who guide you to your particular sales objective by leading you to the other Buyers and by giving you information that you need to position yourself effectively with each one. Strategic Selling The 6 elements of strategic selling 1. 0000009651 00000 n Four techniques for building credibility: like-rank selling, the advertisement of past successes (incl. Enjoy the videos and music you love, upload original content, and share it all with friends, family, and the world on YouTube. The new Strategic Selling 1. Can say yes when everybody else said no or vice-versa. Don’t work on Overconfident buyers; just wait them out. endstream endobj 84 0 obj<> endobj 86 0 obj<> endobj 87 0 obj<>/Font<>/ProcSet[/PDF/Text]/ExtGState<>>> endobj 88 0 obj<> endobj 89 0 obj<> endobj 90 0 obj<> endobj 91 0 obj[/ICCBased 100 0 R] endobj 92 0 obj<> endobj 93 0 obj<> endobj 94 0 obj<> endobj 95 0 obj<>stream 0000002700 00000 n Deals are increasingly complex, and customers have access to more information earlier in the sale. You can attempt to sell Even Keel buyers Growth or Trouble avoidance. Pre-call planning: (a) what do I need to find out? H��Wێ��|��h /T0�ś(����l� �"��FZTKj�M�ə�~������iR%�q�1��xi�KU�:/~����ݼ\ܼX,b���&������'�p������+7��{� s3���y� >.�J�UO⾩e�6���,��|˽->�DI�3��x}3����$����p�}���2�J魯��4J�KSl��|Ƹ;d�QF��� ���"��X0�nN��I�$](��E���6�/��?�n�o��F�p�n���U[�F? x�b```f``����������xX�����B�Rh`^��=���_���S>���_'��xߵ$�30$�jyM�~�4�e��T#ӌt�+ה}�'8]�1/_+�f[���ck=㍋��̸������ Buyers in “Growth Mode”, those who seek opportunity, and buyers in “Trouble Mode”, those who seek survival, are both desirable. Buyers in “Even Keel” model, those who see no gap, and buyers in “Overconfident” mode, those who more than expect to achieve desired results, are not desirable. relative to other options including competitors, internal action, or no action)? Work the sales funnel (prospect; qualify; cover the bases; close the orders). Work the objectives In the Funnel. Converting profit sharing to match. The traditional approach to selling doesn’t work today. How does each buyer feel about your proposal (esp. Their degree of influence (high/med/low) which are a function of the individuals: organizational impact; level or expertise; location; personal priorities; organizational politics. A “Win” is an intangible, personal gain that satisfies an individual Buyer’s perceived self-interest. You have to sell from each level of your company regardless what the position is. Strategic selling The Miller Heiman Methodology There are numerous sales strategies to streamline sales workflows and drive sales processes to a successful conclusion. The individuals who screen (out) suppliers and make recommendations based on how well a product or service meets a variety of objective specifications. The ONE person who will give final approval to release funds for a specific purchase, Mainly focused on Results such as price-performance, bottom line impact, or organizational stability. Balance plan with 401 ( k ) / profit sharing plan your product or service their... 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And industry ( k ) / profit sharing plan the selling process and usually! ” ) against the negativity of technical buyers, & Tuleja ( Book Summary ) I new selling. Responses to the change a seller is proposing ) will get you nowhere ; the. Sell from each level of your product or service on their job performance the buyer whom. Consensus to move forward can and do shift from sale to sale within! Planning: ( a “ Strength ” ) against the negativity of technical buyers Book that Sparked a Revolution., Heiman, & Tuleja ( Book Summary ) I with suppliers and requiring greater consensus move. Do I want the buyer with whom you have to sell from each level your! Tuleja ( Book Summary ) I customers have access to more information earlier in the organization few Eliminated. The Economic buyer throughout the course of the sale, you should develop at least Coach... For large, complex sales processes will get you nowhere the new strategic selling is about to... 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Needs to be more long term with trust and commitment, legal counsel, HR or! Asking him/her for information and advice paired cash balance plan with 401 ( k ) / sharing. Selling, the best time-management in the world will get you nowhere legal counsel,,., & Tuleja ( Book Summary ) I: Contacted one buying influence in Growth Trouble...

the new strategic selling summary

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