Getting To Win-Win^SM

Even the most experienced sales professionals and managers find it increasingly difficult
to manage complex sales without a system for building account strategies, planning sales
calls, and negotiating effectively to gain customer commitment, protect margins and move 
the sale to a close. 

The process and methodology for breaking through.

The Strategic Sale^SM provides sales professionals with the process and methodology
required to achieve true Win-Win results in today’s complex world.  Win-Win selling doesn’t
mean your customer wins twice!  It’s a two way street, where the important interests of all
parties are satisfied, sales are closed, and joint venture relationships are built.  The two-day
workshop helps sales professionals:

• Control the tone, the atmosphere and the tempo of your sale by orchestrating and
  managing process designed to let your customers and you win 
• Manage the process of understanding what you and your customers need to do to
  move the sale forward and to build or enhance long-term, profitable relationships
• Use the Strategy Call PlannerSM tool to guide your account strategy, organize your
  sales call plan and help you deliver the total value you bring to the table
• Recognize negotiating tactics and deal effectively with techniques used to extract
  concessions and beat you down on price

The Strategic Sale^SM may be all you need as the foundation for your enterprise sales
process. You strengthen your organization with new ways to identify viable sales opportunities,
manage the opportunities you decide to pursue, and build long-term sustainable relationships
that generate profitable revenue today and tomorrow.

Our tactical solutions are flexible and scalable.  Each program may be tailored to accommodate
special business challenges as well as unique personnel and corporate cultures.

 The program includes:

• Sales/Negotiation Objectives:  Set measurable selling and negotiationobjectives
  that are clear to you and your customer
• Business and Enterprise Issues:  Identify key business drivers that get customers
  to listen – and buy in
• Decision Influencers:  Identify all key players that influence decisions in every
  complex sale
• Personal and Business Interests:  Address both business and personal interests
  for the most powerful approach to delivering what customers really want
• Getting To The Economic Decision Maker:  Increase the probability of a sale
  and shorten the sales cycle by getting to the ultimate decision maker in every complex sale
• Exclusive Strengths:  Identify and communicate your “secret weapons” to customers
  in a powerful and compelling way
• The Buy-In Funnel:  Understand the intellectual and emotional decision- making
  process, and how that affects negotiations
• Target Client Scorecard:  Manage your sales business by identifying a profile of
  your most likely, profitable customers
• Impact Messages:  Prepare powerful, compelling messages that motivate customers
  to contact you and to consider you as their “go to” consultant
• Effective Questioning:  Learn why and how to use the three essential types of
  questions to ask in every complex selling/negotiating situation
• Gaining Commitment:  Move your sale forward by gaining customer commitments to
  action at every step of the sales process
• Hidden Issues:  Listen for and identify critical, hidden customer issues that can stall or
  derail your selling and negotiating efforts
• The Sales Funnel Business Tool:  Use the sales funnel to manage sales to a close and
  prioritize selling activities
• The Meeting Planner:  Use this sales and marketing tool to develop a focused, written
  sales plan, and communicate your total value to prospects and customers

Download The Strategic Sale Sales Sheet