This is one of the three key questions that all sales managers should be asking their people: You have a deal that’s going to close in three months, what’s your plan to close it? You’ve identified five people who will be involved and it seems that they all have different visions of what the solution will look like. What’s your plan to reconcile those differences? One of them seems to favor our competition, how will you deal with that? It seems our solution will cost more than their budget, how will you get over that hurdle. Lots of questions and so little time.
For classic complex sales, i.e. where there are lots of options and people involved, for both your prospect and you, driving by the seat of your pants is not the way to go. Each opportunity needs a strategy and a plan to close it. These programs help you develop that strategy and a specific plan to close the deal..
Strategic Selling® – The Miller Heiman program to close complex sales
Strategic Selling® helps organizations develop comprehensive strategies to win sales opportunities. Sales teams will use the popular Blue Sheet to develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer’s organization. It significantly improves the odds of winning complex sales opportunities as it gives organizations 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 a low probability of success. Organizations will have the tools to help salespeople focus time and energy on those opportunities most likely to become profitable, long-term customers.
Strategic Selling® Government – The Miller Heiman version of Strategic Selling geared toward any company who consistently deals with RFP situations, especially federal, state and local government Business.
Strategic Selling® Government helps organizations develop comprehensive strategies to win complex government business or any business dealing with RFPs.. By providing a consistent process for selling solutions that require approval from multiple people in a government agency or department, this program helps organizations appropriately respond to a complex Request for Proposal (RFP) before the contract is awarded. It includes proven practices to ensure organizations are as prepared as possible for the proposal, thereby decreasing the cost of sale and improving proposal quality. The rigor and consistency of the process ensures a high level of professionalism, facilitates effective sales management, and can increase the odds of winning government business.