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Strategic Selling® may be the right solution if your company is trying to:
• Secure approval from multiple decision makers.• Navigate the internal bureaucracy of customers
and prospects.• Gain more visibility into the status of important
sales opportunities.• Allocate resources appropriately for large sales.• Improve team collaboration to pursue strategic
opportunities.• Forecast revenue with greater accuracy.• Increase close rates for opportunities with long
sales cycles.
Any member of the organisation involved in selling,
from field sales professionals to senior management
to sales support, should be involved in the
implementation of your sales process.
Using a common sales process is an effective way
to collaborate among those who are in direct and
indirect sales roles to improve the speed and
accuracy of communication about sales opportunities.
WHO SHOULD ATTEND
“I was able to immediately put the methodology to use in developing a sales strategy for a significant opportunity. Using Strategic Selling®, I was able to
clearly assess the customer’s needs and tailor a solution that addressed those needs in a win-win formula.”
SALES PROFESSIONAL, TRAVEL & LEISURE
SUMMARY
Strategic Selling® helps organisations develop
comprehensive strategies to win sales opportunities.
TAKE THE NEXT STEP
YOUR NEXT STEP.
Strategic Selling®
STRATEGIC SELLING PORTFOLIO
Strategic Selling® provides visibility into sales
opportunities, documenting plans with the
programme’s Blue Sheet.
This involves first identifying all key players in the
customer’s organisation, understanding each player’s
degree of influence and their reasons for buying, and
uncovering essential information.
The programme delivers a selling process and action
plan to successfully sell solutions that require approval
from multiple decision makers in the customer’s
organisation.
Sales professionals and organisations will be
equipped to evaluate their competitive position,
address the business and personal motives of
each decision maker in the client organisation, and
differentiate their company by leveraging its unique
strengths.
Strategic Selling® significantly improves the odds of
winning complex sales opportunities. It gives
organisations a common process and language for
pursuing sales opportunities and criteria for
allocating resources to determine when to walk away
from resource intensive deals with low probabilities of
success.
The key to success is learning how to focus time and
energy on those opportunities most likely to become
profitable, long-term customers.
A WINNING STRATEGY TO ADVANCE YOUR CAREER
HOW YOUR ORGANISATION WILL BENEFIT
GROWING AS A LEADER.
Enable field sales to:
• Identify and position solutions with the true
decision makers.
• Analyse each decision maker’s receptivity to
change to determine whether a sale is possible.
• Close business consistently from quarter to
quarter and avoid the “roller coaster” pattern
of sales.
• Allocate limited selling time on
quality prospects.
LEADING TO GROWTH.
Enable sales management and
senior leadership to:
• Employ a common language to discuss the status
of sales opportunities and establish next steps.
• Quickly identify opportunities that are worth the
investment of limited resources.
• Collect and share best practices from top
performers with the rest of the sales team.
MHIGLOBAL.ACADEMY
TAKE YOUR NEXT STEP.The training programmes of MHIGLOBAL.ACADEMY provide you with practical sales knowledge, strategies, and tools to enhance your sales profromance.
Visit WWW.MHIGLOBAL.ACADEMY for all upcoming dates that best fit your needs.
Or check the box below, take a picture and simply send it to emea.academy@mhiglobal.com.
Find the perfect training
for your NEXT STEP at
WWW.MHIGLOBAL.ACADEMY
© 2015 All rights reserved, Miller Heiman Inc. Nelson House | 1 Auckland Park | Milton Keynes | MK1 1BU
QUICK & SIMPLE BOOKING: SCAN THE QR CODE AND BOOK YOUR NEXT TRAINING ONLINE
Strategic Selling PortfolioStrategic Selling® / Advanced Concepts™ for Strategic Selling® / Strategic Selling® Coaching / Negotiate SuccessSM / Strategic Selling® Funnel Management
Conceptual Selling PortfolioConceptual Selling® / Advanced ConceptsSM for Conceptual Selling® / Conceptual Selling® Coaching / Executive ImpactSM / Securing Strategic AppointmentsSM
Large Account Management Process PortfolioLarge Account Management ProcessSM (LAMP®)
Professional Selling Skills PortfolioProfessional Selling Skills® / Professional Sales Negotiations™ / Professional Sales CoachingTM
Channel Success Essentials PortfolioChannel Partner ManagementSM
“I finally understand what it means to be customer focused and there is an
execution plan to do it.”
EXECUTIVE GENERAL MANAGER, BANKING
Conceptual Selling® Customer-Focused Interactions supports organisations in their efforts to:
• Execute against a plan to be a more customer-focused organisation.
• Differentiate your sales team against competition.
• Professionalise your sales force.• Engage cross-functional departments in your
customer management strategy.• Eliminate non-productive customer meetings.• Ensure opportunities are advancing toward
closed business with every interaction.• Strengthen customer relationships.
This programme is right for any member of your
team who regularly interacts with customers and
prospects.
This could include sales professionals, account
managers, business development, sales support,
engineers, senior leadership and customer service.
WHO SHOULD ATTENDYOUR NEXT STEP.
Conceptual Selling®
CONCEPTUAL SELLING PORTFOLIO
SUMMARY
Every interaction with a customer is too important to
leave to chance.
Conceptual Selling® Customer-Focused Interactions
helps sales professionals better prepare for their
time with customers. The result is purposeful mee-
tings and Win-Win outcomes.
TAKE THE NEXT STEP
To maintain a highly-competitive sales force, every
interaction with customers must be conducted to
either move an opportunity forward or improve the
relationship.
This programme enhances how sales professionals
execute in all of their interactions with customers,
whether a scheduled multi-attendee meeting or an
impromptu one-to-one.
Anytime a sales professional meets with a customer
there are two processes happening simultaneously.
While sales professionals have typically been trained
to focus on the selling process, from the customer’s
perspective there is also a buying process that must
be recognised and understood.
Solving this misalignment between these two
processes is an outcome of Conceptual Selling®
Customer-Focused Interactions.
There is no such thing as one-size-fits-all solutions
or value propositions for customers. The only way to
understand what will help you win is to ask the right
questions and listen.
This programme provides the simple, repeatable
structure that should be considered essential for
anyone who interacts with customers.
A WINNING STRATEGY TO ADVANCE YOUR CAREER
HOW YOUR ORGANISATION WILL BENEFIT
GROWING AS A LEADER.
Enable sales professionals to:
• Plan for every customer interaction to ensure productive use of salesperson’s and customer’s time.
• Conclude every meeting with clear actions for both sides to ensure the opportunity continues to move forward.
• Ask questions that will uncover critical information.
• Add discipline to customer meetings to be client focused and results oriented.
• Identify and align the selling process with where the customers are in their buying process.
LEADING TO GROWTH.
Enable sales management and senior
leadership to:
• Identify where to best allocate resources, including
their time, for customer meetings.
• Ensure the sales process is moving forward with
every customer interaction.
• Professionalise the sales team by enabling
consistent best-practice behaviours.
MHIGLOBAL.ACADEMY
TAKE YOUR NEXT STEP.The training programmes of MHIGLOBAL.ACADEMY provide you with practical sales knowledge, strategies, and tools to enhance your sales profromance.
Visit WWW.MHIGLOBAL.ACADEMY for all upcoming dates that best fit your needs.
Or check the box below, take a picture and simply send it to emea.academy@mhiglobal.com.
Find the perfect training
for your NEXT STEP at
WWW.MHIGLOBAL.ACADEMY
© 2015 All rights reserved, Miller Heiman Inc. Nelson House | 1 Auckland Park | Milton Keynes | MK1 1BU
QUICK & SIMPLE BOOKING: SCAN THE QR CODE AND BOOK YOUR NEXT TRAINING ONLINE
Strategic Selling PortfolioStrategic Selling® / Advanced Concepts™ for Strategic Selling® / Strategic Selling® Coaching / Negotiate SuccessSM / Strategic Selling® Funnel Management
Conceptual Selling PortfolioConceptual Selling® / Advanced ConceptsSM for Conceptual Selling® / Conceptual Selling® Coaching / Executive ImpactSM / Securing Strategic AppointmentsSM
Large Account Management Process PortfolioLarge Account Management ProcessSM (LAMP®)
Professional Selling Skills PortfolioProfessional Selling Skills® / Professional Sales Negotiations™ / Professional Sales CoachingTM
Channel Success Essentials PortfolioChannel Partner ManagementSM
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