Sales Strategy

Sales professionals involved in complex sales need skills to navigate large accounts, deal with multiple buyers and sell at the right level. In addition to fundamental call execution skills, successful sellers that compete in a complex sales environment also need to clearly understand the customer decision process and be able to execute the strategies that are statistically correlated with success at each stage of that process.

In 30 years of working with clients, Huthwaite has found that most sales organisations have a well-defined "selling process," but have little regard for the buying process through which customers make purchasing decisions.  Furthermore, we've observed that sellers often don't adequately identify the criteria customers use to make purchasing decisions or recognise how customers evaluate their various alternatives. Too frequently, sellers fail to adapt their selling tactics to the different phases of the customer's buying process.

The key learning objectives of our set of sales strategy skills are:

• Align sales activities with the client's buying cycle
• Develop a shared vision of the client's needs
• Identify most appropriate strategies and skills necessary to gain forward movement in order to succeed in each phase of the buying process
• Recognise varying buyer roles and leverage them appropriately
• Clearly demonstrate the link between their capabilities and the customer's issues and stated needs
• Analyse your competitive position and influence customer's decision criteria
• Overcome strategic gaps which lose sales
• Uncover last minute concerns which can stall or halt sales

These strategic skills are essential for speeding up new account development, reaching and selling to executive levels and selling more effectively against formidable competition.