strategic selling miller heiman blue sheet pdf

Know why the Concept Sale always has to come first.Connect the Concept Sale and the Product Sale.Understand what the Customer's Concept is and why it is necessary to understand it.Illustrate who should do what and when to move your sale toward a close.Leverage a complete, detailed picture of your Single Sales Objective.

Pull it all together into an action-based strategy for a structured, proven, 60-minute sales analysis.

Discover an effective balance between the four types of selling work.

Leverage the Sales Funnel for account tracking and territory management.

Maximize your most precious resource: selling time.

Sort and prioritize prospects according to this profile.

Measure the fit of your opportunity using the Ideal Customer Profile: a reliable tool for concentrating on win-win business.

Leverage a new strategy to use against competition.

Understand how focusing on the competition can be just as dangerous as ignoring it.

Establish your credibility by providing the one thing the Economic Buyer always wants.

Dealing with the 'float factor,' the internal blocker, and intimidation

Uncover the three problems in getting to the Economic Buyer.

Miller Heiman Strategic Selling Blue Sheet Pdf

Discover the four possible outcomes of every sale, and why three of them are recipes for disaster.

Ensure wins for your customer and yourself.Identify what sales approaches you can develop for each of the four modes.Learn how understanding each reaction to change helps predict receptivity to the sales proposal.Learn why it is important to cover people who have a low Degree of Influence.Define the factors that affect the Degree of Influence, ranging from internal politics to organizational changes.Differentiate the varying Degrees of Influence for each Buying Influence.Learn why an uncovered base with any Buying Influence could give your sale to the competition.Avoid the common dead end by focusing on players' roles, not their titles.Define your position on the Euphoria-Panic Continuumĭefine the Players: The Four Buying Influences.Determine how you feel right now about closing this Single Sales Objective.Clarify your current position by defining a Single Sales Objective for every opportunity.Identify the most critical changes in your selling environment.Understand how your customer reacts to change.In the Strategic/Conceptual Selling® program you will learn, apply, and practice the following opportunity management and identification strategies and tactics.

The program, which uses both the Blue and Green Sheets, helps map out both the sales opportunity being pursued and the expected outcomes of each critical customer interaction. The Strategic Selling and Conceptual Selling programs combine to offer a process to strategically pursue complex opportunities by understanding both the buying and selling processes at work. Aligning Buying and Selling Processes in Complex Sales

Strategic selling miller heiman blue sheet pdf