- Resourcing
- Pursuing
- Discovering
- Solving
- Influencing
- Negotiating
- Closing
- Delivering
The Strategic Selling® process brings the entire deal into view for a selling organization. This systematic approach involves identifying all key players on the buy-side, understanding each one's degree of influence and motives, evaluating your competitive position and strengths and uncovering essential unknown information. On doing this, the facilitator helps the team or salesperson develop comprehensive action plans.
This rigorous process significantly improves the odds of winning big deals in the shortest amount of time. The end result of the program is a single sheet matrix that embodies all objectives of the program and acts as a ready sales template for participants.
Negotiate better deals that are more closely aligned with revenue objectives and stop leaving dollars on the table. Negotiate SuccessSM provides a universal framework and common language necessary for successful negotiations in complex selling environments.
Miller Heiman has partnered with the leading negotiations experts, Accordence, to create a simple and intuitive framework for managing negotiations, which can be used at every key step of the sales process.
Complex sales situations must be navigated by sales professionals who know how to successfully handle every challenge. In Negotiate SuccessSM, you will learn proven methods to overcome objections without relying on price as the solution and leverage a non-manipulative, customer-focused process of ensuring both sides win, strengthening your position for future opportunities. |
