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 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:
  • 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 sales techniques speed up new account development, facilitate reaching and selling to executive levels and winning against the competition.

Attend a sales training workshop on Winning Against the Competition workshop or read our Strategies for Hard Times white paper series.

 

Whitepapers

Whitepaper

Strategies for Hard Times Series
Find out where to focus your efforts to prosper in a downturn.

More Whitepapers »

 

Contact Us

Contact us today for a no obligation consultation around improving sales performance at your company.

Call 1300 856 068 in Australia, 6735 8566 in Singapore or email us below.

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MELBOURNE
Level 3, 99 Queensbridge St, Southbank
VIC 3006
T +61 3 8606 4900   F +61 3 8606 4999
SINGAPORE
91 Tanglin Road #03-08 Tanglin Place
Singapore 247918
T +65 6735 8566   F +65 6734 1130
SYDNEY
Level 7, 99 Mount Street, North Sydney
NSW 2060
T +61 2 8437 7604   F +61 2 8437 7699

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