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Strategic Thinking, Planning and Selling
In
today’s complex and competitive market there are often
many factors beyond the tactical selling process that
influence the eventual outcome. The most effective
salespeople in this environment have learned to think
both tactically and strategically, analyzing every
factor the impacts the eventual sale.
Many salespeople who invest the time and energy needed
to truly master consultative selling skills are
frustrated when they apply these skills and still
sometimes lose the sale – often for reason that go
beyond the tactical selling process. To truly maximize
your potential for sales success it is important to
develop the ability to analyze every factor that could
potential have an impact on the sale, then develop a
response to every significant factor.
Strategic Thinking,
Planning and Selling
is a
training program designed to help salespeople analyze
all of the factors that lead to (or prevent) a sale,
then work to:
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Utilize
the plus factors they can't control by taking
advantage of them and making them visible.
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Maximize
the plus factors they can control by enhancing them
and using them to influence the decision process.
-
Minimize
the negative factors they can’t control by reducing
their effects as much as you can or outweighing them
with other benefits.
-
Eliminate
the negative factors they can control by removing
them or resolving the issues.
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The REAL
Selling program also includes a bonus module
titled
Managing Complex Accounts which helps
salespeople maximize the profit potential of
their largest accounts.
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I'm a 'people person' and relationships are my
natural strength.
But I need to develop my strategic thinking
and selling ability.
This will help me leverage my natural people
skills much more effectively. |
