Selling Strategically

This high-powered program builds upon R.E.A.L.™ Effective Selling and offers a specific process to establish strong, competitive sales strategies. This session will:

  • Identify the elements of successful strategies
  • Cover how to determine the key issues and needs important to a particular prospect
  • Teach how best to capitalize on your strengths
  • Provide an in-depth discussion on how to develop, execute and implement a successful plan for your own accounts
  • Conclude with an action plan

By utilizing our simple S.C.O.O.P.™ (Strategic, Comprehensive, Optimized, Online Process) process, salespeople and managers will be able to understand:

  • How qualified an opportunity is
  • Their competitive strengths and weaknesses
  • An individual’s or committee’s buying process and criteria
  • The politics of a sales situation
  • The correct strategy to use to win the business
  • The correct tactics to effectively implement the strategy

Salespeople and managers will also be able to determine whether this is an opportunity with a high probability, or low probability of success. They will have a common language to be able to strategize with others, and utilize the appropriate R.E.A.L.™ Selling techniques to win the business. Managers will be able to strategize more effectively with their salespeople and utilize corporate resources more effectively. The end result is better focus, higher levels of penetration into an account, smarter strategies and a higher percentage of wins.

Teaching Method

This module will begin with the introduction and explanation of our S.C.O.O.P. process. This is the final step in implementing a winning strategy based upon the information gained using R.E.A.L.™ Selling. Each component, and its purpose will be described and worked on through exercises, discussion and application to actual sales situations. Five different sales strategies will be discussed in depth with participants involved in different exercises to apply their understanding of each. Direct application of these strategies, and the tactics needed to implement the strategy will be applied to specific sales opportunities through a series of discussion, role-plays and Q+A sessions.   Participants will create an action plan and a specific account strategy that will be critiqued by the instructors and class participants to be used as a follow up tool for management.

Selling Strategically Curriculum Outline

  • Overview
  • Strategy vs. Tactics
  • Rules of Effective Strategies
  • Introduction & Breakdown of The S.C.O.O.P. Process
  • Qualifying the Opportunity – The Ideal Fit and the Compelling Event
  • In Depth Discussion of Elements of 5 Successful Strategies
  • Tactics to Support Each Strategy
  • Anticipating Your Competition’s Strategy
  • Identifying the Politics of a Situation
  • Different Roles People Play in Making a Decision
  • The Impact of DiSC® in a Decision
  • Developing and Implementing Effective Tactics to Support Your Strategy
  • Gap Analysis – What Don’t we Know?
  • Setting Landmines and F.U.D. For Your Competitor
  • Saving the Deal if All Else Fails
  • Developing your Step by Step Plan and Application to Specific Sales Opportunities
  • Group Presentations and Feedback from Various Perspectives