Complex sales situations with major customers require an analytical and carefully planned sales approach. Purchasing decisions are taken at various levels and buying centres decide who will get the business. Strategic selling includes a comprehensive analysis of a supplier´s position with major customers, overcoming hurdles and developing a tailored strategy to reach the sales targets.
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Understand selling as a systematic process tailored to different customer situations
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Rank your customers in terms of attractiveness for your business
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Analyze your overall position as a supplier with major customers
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Develop and implement a tailored, customer-specific sales plan
- Strategic selling versus "hands-on" selling
- Classifying customers in terms of attractiveness for your business
- Developing a strategic sales plan for major customers
- Evaluating the target customer against an ideal customer profile
- Understanding the buying centre: Roles, influences, attitudes, evaluations
- Identifying the forces which motivate the customer's key decision makers
- Differentiating between business results and personal gains for the buying center members
- Identifying your strengths and weaknesses as a supplier
- Analyzing your competition
- Quantifying the customer value you provide
- Defining your sales targets
- Formulating your sales strategy
- Overcoming hurdles
- Leveraging your strengths
- Eliminating your weaknesses
- Demonstrating superior customer value
