VALUE SELLING SYSTEM®: ADVANCE
Most traditional "sales processes" are expressed as a linear series of prescriptive steps that sales people are expected to follow in order to drive an opportunity towards closure. But complex B2B buying journeys are rarely as straightforward - they are characteristically non-linear and frequently involve stakeholders with different and often competing priorities and perspectives.
The most significant concept behind the ADVANCE module of the value selling system® is that instead of insisting that our sales people follow a single rigid one-size-fits-all sales process we should instead focus on equipping them to better understand and more effectively facilitate each prospective customer's unique, often-convoluted and frequently-confusing buying journey.
CLEAR PLANNING FRAMEWORK
An impressive range of studies have concluded that one of the critical factors that separates top sales people from the rest is that they plan more effectively. The value selling system® includes territory, account, opportunity and key interaction planning templates and checklists that reflect the latest best practices and proven winning habits, guide your sales people's actions and equip them to make intelligent choices about their strategies, priorities, tactics and activities.
BUYING DECISION JOURNEY
CRITICAL SALES ACTIVITIES
One of the other characteristics that separates top sales performers from the rest is their ability to learn from experience. Based on a combination of proven industry best practice and the specific winning habits of your own top sales performers, the value selling system® highlights the critical sales activities that accumulated experience has proven need to be completed during each phase to accurately qualify (or re-qualify) the potential opportunity and facilitate the prospect's buying decision process.
SELLING IN THE BREAKTHROUGH ZONE
The VALUE SELLING SYSTEM® has the power to enable every member of your sales organisation - from your most experienced veteran to your most recent new recruit - to SELL IN THE BREAKTHROUGH ZONE by equipping them to progressively create, capture and confirm your uniquely relevant value for every prospect and customer...
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