.
	.
	Phase 3 | ENTERPRISE SELLING

 'Aligning with the customer's complex buying process' 

Do you need this Phase?


The Quick Quiz:

• Do your salespeople change their approach for each customer, depending on where the customer is in their buying cycle, or typically just operate on established patterns that have brought success in the past?
• Would your sales people be more successful if they had enhanced comfort and ability to penetrate customers at higher executive levels?
• Do your sales people ever seem ‘stuck’ at moving sales opportunities forward?
• Have your sales people ever had superiority in one or more of product fit/ price/ and brand recognition and still lost the business?
• Do your people ever spend time on opportunities that, after months of invested time and resources, are put on hold?
• Do your people ever lose deals because of a surprise at the end?

If sales people are going to be customer focused then they must follow a process which corresponds to how people buy rather how they want to sell. Starting with a personal assessment, each participant gains an awareness of where they presently operate within the Four Stage Customer Focused Sales Proficiency Model. This program then provides a set of tools that allow the sales team to align themselves with the customer, no matter where the customer is in the buying process – from latent pain to evaluating solutions. With this alignment it is then possible to apply the appropriate tool(s) to powerfully build relatedness, analyze the true opportunity potential, develop explicit value propositions, and make compelling sales presentations.
After the two day seminar, we guarantee that you will have the skills to:

• Assess the gap between where you are now in the Four Stage Customer Focused Proficiency Model and where you would have to be to maximize your sales potential;
• Enroll the customer’s executive management in the value of a relationship;
• Demonstrate how your product/services are aligned with the strategic direction of the customer’s executive team;
• Move the customer’s from indifference to having a compelling reason to act;
• Use the Impact Chain, to develop linkages of the benefits of your product and services to all key players within the customer’s management;
• Use the 12 point Opportunity Assessment and the four Red Flags to optimize time management;
• Use an Organizational Map to work just as smart as you do hard in your selling;
• Select one of four competitive strategies that will enhance the probability of winning ( in some instances while being out-matched vis a vis the initial buying criteria);
• Develop the unique business value of your solution within the vision of the customer so that they take complete ownership of it;
• Work with customers to develop their evaluation plans to assess us and our competitors;
• Articulate your capabilities with a compelling, unique value proposition based on a customer supported business case;

	Phase 1 | TYPES N' TACTICS
	Phase 2 | INTERPERSONAL SELLING
	Phase 3 | ENTERPRISE SELLING