Have we adequately qualified this business? Do we understand the customer and the market conditions they face? Can we define our unique business value? Do we understand the political environment surrounding the opportunity? Is this business truly a win for our company? Using a series of 20 simple but very pointed questions, learn how to qualify your major opportunities with precision. This module will equip you with Planning Framework skills in Intelligence and Perception.
Do we have correct political alignment within this opportunity? Do we know who wins if we win and who wins if we lose? Do we know who wants the competition or business-as-usual? Do we know the main influencers, both for and against us? Learn how to apply a simple methodology on a regular basis to ensure that all the political bases are covered. This module will equip you with Planning Framework skills in Perception.
When we “touch” an opportunity, are we sure that everyone in our team will do so with a consistent strategy versus the competition? If not, we are setting ourselves up to confuse the potential customer and lose the business. Learn how to apply Strategic Selling methodology to ensure that our sales campaign is unique and aligned to the correct competitive strategy. This module will equip you with Planning Framework skills in Intelligence and Action.
Can we succinctly articulate the unique business value that we bring in a way that is tailored to our particular audience for today? Learn how to apply the basic solution selling fundamentals of “Feature, Advantage and Benefit” to our daily interactions with the customer at whatever level this may be – operations, management or executive. This module will equip you with Planning Framework skills in Action planning.
Do we possess the necessary skills to run an opportunity review in the space of just one hour anytime that a team member “loses faith”, whatever their role? Learn a simple but highly time-effective role-play system that will allow you to revalidate your opportunity qualification whenever required.