miller heiman strategic selling blue sheet

Dealing with the 'float factor,' the internal blocker, and intimidation

Uncover the three problems in getting to the Economic Buyer.

Miller Heiman Strategic Selling Blue Sheet Pdf

Discover the four possible outcomes of every sale, and why three of them are recipes for disaster.

Ensure wins for your customer and yourself.

Identify what sales approaches you can develop for each of the four modes.

Learn how understanding each reaction to change helps predict receptivity to the sales proposal.

Learn why it is important to cover people who have a low Degree of Influence.

Define the factors that affect the Degree of Influence, ranging from internal politics to organizational changes.

Differentiate the varying Degrees of Influence for each Buying Influence.

Learn why an uncovered base with any Buying Influence could give your sale to the competition.

Avoid the common dead end by focusing on players' roles, not their titles.Define your position on the Euphoria-Panic Continuumĭefine the Players: The Four Buying Influences.

Determine how you feel right now about closing this Single Sales Objective.

Clarify your current position by defining a Single Sales Objective for every opportunity.

Identify the most critical changes in your selling environment.

Understand how your customer reacts to change.

In the Strategic/Conceptual Selling® program you will learn, apply, and practice the following opportunity management and identification strategies and tactics. The program, which uses both the Blue and Green Sheets, helps map out both the sales opportunity being pursued and the expected outcomes of each critical customer interaction. The Strategic Selling and Conceptual Selling programs combine to offer a process to strategically pursue complex opportunities by understanding both the buying and selling processes at work. Aligning Buying and Selling Processes in Complex Sales

Miller heiman strategic selling blue sheet