Anda di halaman 1dari 4

STRATEGIC SELLING ® ADEQUACY OF CURRENT POSITION:

STRATEGIC ANALYSIS
EUPHORIA GREAT SECURE COMFORT OK CONCERN DISCOMFORT WORRY FEAR PANIC

Date: Salesperson’s Name: Match to Criteria


Competition: IDEAL CUSTOMER CRITERIA: +5 to -5
Account:
Specify Competitors: 1.
Current Volume: Total Potential Volume:
-5
-4
-3
-2
-1
+1
+2
+3
+4
+5
2.
-5
-4
-3
-2
-1
+1
+2
+3
+4
+5
SINGLE SALES OBJECTIVE My Position vs. Competition: Only Alternative Front Runner Shared Zero 3.
Product/Service/Solution
Technology services SailPoint support Place in Sales Funnel: Universe Above In Best Few 4.
Sales Revenue/Other Units Close Date
-5
-4
-3
-2
-1
+1
+2
+3
+4
+5
500K USD November End Timing for Priorities: Urgent Active Work it in Later 5.
-5
-4
-3
-2
-1
+1
+2
+3
+4
+5
ROLES DEGREE OF INFLUENCE MODE RATING:
E = Economic H = High G = Growth EK = Even Keel sales objective. Positive = +1 to +5 Negative = -1 to -5
T = Technical M = Medium T = Trouble NOTE: Win-Results Statement: a short statement of the personal Win that a Buying
RED FLAG: R Uncovered Base, New Players/Reorganization, Uncertainty/Lack of Data
U = User L = Low
C = Coach STRENGTHS: S Areas of differentiation; Opportunities to improve your position

BUYING INFLUENCES INVOLVED ROLE


DEGREE OF
MODE BUYING INFLUENCE’S KEY WIN - RESULTS RATING
HOW WELL IS BASE COVERED?
NAME, TITLE, LOCATION INFLUENCE WIN-RESULTS STATEMENT EVIDENCE TO SUPPORT YOUR RATING:

Sats, Deputy CIO E


L
M
H EK
T
G
OC SR SR

Louis de bruin, Head Technology services T


L
M
H SR EK
T
G
OC SR SR

Shaun De Vivier, Head Business Services C


L
M
H SR EK
T
G
OC SR SR

Shaun De Viviers
L
M
H SR EK
T
G
OC SR SR SR

L
M
H SR EK
T
G
OC SR SR SR

L
M
H SR EK
T
G
OC SR SR

L
M
H SR EK
T
G
OC SR SR

SUMMARY OF MY POSITION TODAY POSSIBLE ACTIONS BEST ACTION PLAN


A GOOD SALES STRATEGY LEVERAGES STRENGTHS AND REDUCES OR ELIMINATES RED FLAGS

STRENGTHS: WHAT: WHO: WHEN:

RED FLAGS: INFORMATION NEEDED: FROM WHOM: WHEN:

© 2015 Miller Heiman Group. All rights reserved.


STRATEGIC SELLING ®

STRATEGIC ANALYSIS
OPPORTUNITY DETAILS
Date: Salesperson’s Name:

Account:

Current Volume: Total Potential Volume:

SINGLE SALES OBJECTIVE


Technology services
services Product/Service/Solution
Technology SailPoint support
Sales Revenue/Other Units Close Date November End
End
500K USD November

COMPETITION / SALES FUNNEL

Competitive Alternatives for my Single Sales Objective::

IDEAL CUSTOMER CRITERIA:


Best Customer Traits Worst Customer Traits

© 2015 Miller Heiman Group. All rights reserved.


BUYING INFLUENCES INVOLVED ROLE
DEGREE OF
MODE PERSONAL WIN BUSINESS RESULTS
NAME, TITLE, LOCATION INFLUENCE

Sats, Deputy CIO E


L
M
H EK
T
G
OC SR SR

Louis de bruin, Head Technology services T


L
M
H SR EK
T
G
OC SR SR

Shaun De Vivier, Head Business Services C


L
M
H SR EK
T
G
OC SR SR

Shaun De Viviers
L
M
H SR EK
T
G
OC SR SR

L
M
H SR EK
T
G
OC SR SR

L
M
H SR EK
T
G
OC SR SR

L
M
H SR EK
T
G
OC SR

COACH AND EVIDENCE TO SUPPORT 3 COACH CRITERIA


Coach Evidence

Shaun De Viviers Given information about burning areas in louis area.


Has credibility with Louis, & Sats.
He also has trust on us, & wants us above all other vendors.

SUMMARY OF MY POSITION TODAY


STRENGTHS:

RED FLAGS:

© 2015 Miller Heiman Group. All rights reserved.


STRATEGIC SELLING® OVERVIEW: GETTING TO KNOW YOU

Not my Looking for Want to


strongest area best practices leverage this

Have a solid action plan to move a sale forward

Understanding the personal goals of each individual

What else are you hoping to learn?


How to strategize on selling a highly commoditized service in a fierce competition?

© 2015 Miller Heiman Group. All rights reserved.

Anda mungkin juga menyukai