New Strategic selling

Question 1

What are the 4 steps to setting the account strategy?

Answer 1

1) analyze ur current position 2) think through possible alternate positions
3) determine which alternate position would best secure the objective
4) implement your action plan

Question 2

What is the key to strategy?

Answer 2

Position

Question 3

What are the 5 steps to identify your position?

Answer 3

1) identify relevant changes
2) rate changes as T or O
3) define your current single sales objective
4) test your current position
5) examine alternate positions

Question 4

What is a current Single Sales objective and 3 characteristics?

Answer 4

It’s a sale, order, or deal.

1) it’s specific and measurable
2) it focuses on a specific outcome
3) it’s single

Question 5

What are the 6 key elements of strategic selling?

Answer 5

1) buying influences
2) red flags / leverage from strength
3) response modes
4) win-results
5) ideal customer profile
6) sales funnel