Sales Strategy |
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Sales professionals involved in complex sales need skills to navigate large accounts, deal with multiple buyers and sell at the right level. In this market where pipelines are often stalled and it is difficult to reach the real decision makers, sales skill is far more important than activity alone. Successful sellers need to understand the customer decision process and be able to execute the sales best practices that are statistically correlated with success at each stage of that process. In 30 years working with clients, Huthwaite has found that most sales organisations have a well-defined "selling process," but have little regard for the buying process. We have observed that sellers often don't adequately identify the criteria customers used for 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:
These sales techniques speed up new account development, facilitate reaching and selling to executive levels and winning against the competition. |
