Strategic Selling®
From
Miller Heiman

Buy the Strategic Selling® Book or Book and CD set now!

For more information on Strategic Selling® please contact
Pam Switzer: (866) 670-4447 or pam@teambuilders-int.com

Strategic Selling® from Miller Heiman

Strategic Selling® focuses on prior positioning and the strategic analysis that must precede every call. The program teaches a no-guesswork process for discovering what you know, what you don't know, and what you need to find out before you meet customers.

In Strategic Selling®, participants learn how to identify and reach the four Buying Influences present in every sale, how to assess each one's level of receptivity (Buyer Mode), and how to determine which Results will enable them to Win.

Working with their own current prospects and accounts, Strategic Selling® participants develop concrete strategies for achieving their objectives, including an action plan (with timetables) for making the plan happen.

What You'll Learn:

How to position yourself with the true decision makers
How to locate and develop effective Coaches
How to spot the two Buyer Modes that mean a sale is possible, and the two that you should read as, "not going to happen"
How to prevent sales from being sabotaged by an internal deal-killer.
How to distinguish between personal wins and business Results - and avoid the danger of assuming they're the same
How to ensure that you are positioned well with the four different types of Buying Influences in every sale
How to close business consistently from quarter to quarter and avoid the "roller coaster" pattern of yearly sales
How to realistically forecast you sales income
How to get to the final decision maker quickly and more effectively than your competition
How to utilize your limited selling time on quality prospects and avoid "bad business"
How to leverage your strengths to put your competition on the defensive.
How to guarantee repeat business and solid referrals

Who Should Attend:

Directors of National Accounts
Sales Representatives
Regional Sales Managers
Vice Presidents Sales & Marketing
Directors of Sales
Account Executives

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