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It’s not a few sales basics. Power Base Selling is a complete analytical process for understanding where you are in the sales cycle, what you need to know, who you need to see, and how to develop strategic account opportunity plans and measure forecasting accuracy to close business more quickly.
RESULTS:
- Development of a common sales process
- Development of a common language
- Commonly qualified opportunities
- Formulation of competitive strategies and tactics
- Detailed account plans for one or more specific opportunities per sales professional or sales team
KEY TOPICS:
- Understanding the Current Selling Environment
- Articulating and offering real business value vs. selling lowest price/ solution superiority
- Qualification Analysis - numerical analysis of opportunity from 4 points of view, each answering different questions:
- Can we add value?
- Should we pursue?
- Can we compete?
- Are we aligned to win?
- Mutual Value
- Do we have a value proposition linkable to customer business objectives?
- Competitive Sales Strategy
- Identification of the four types of competitive sales strategy:
- Direct
- Indirect
- Divisional
- Containment
- Development of a Strategic Opportunity Plan
- Development of Competitive Counter Tactics
- Leveraging Politics!
- Separating Influentials from Authoritarians
- Identifying the key influencers
- How to find the Fox
- How to develop a political sales strategy
- Developing Strategic Opportunity Plans for specific Hot Opportunities
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