To uncover the top strategic priorities in organizations, salespeople need to overcome their reticence about developing relationships with executives outside their usual circle of contacts. They need an enterprise-wide calling strategy for meeting with the right people at the right levels, with the objective of confirming the top business priorities. Based on this information, salespeople can prioritize opportunities and determine which solutions will provide the greatest benefit to the customer. To be successful, however, it's essential to: 1) identify whom to call on; 2) prepare for the call to ensure credibility; and 3) lead the conversation in the role of a business resource, not a salesperson.
Aligning with Customer Buying Behaviors helps high-performing salespeople understand the customer's buying process. Participants learn how to look beyond their own selling priorities and adapt their offering to meet the customer's buying priorities—fitting into the customer's business and buying processes versus requiring the customer to adapt. 詳しくはこちらへ
Conducting Strategic Business Calls: Discovering Critical Success Factors addresses the foundational skills of consultative selling. Understanding those few areas that are critical for business success is first and foremost. Sales professionals learn how to uncover customers' critical success factors and how to adapt, create, and position the business value of their offering to meet these requirements. 詳しくはこちらへ