This document provides tips for strategic selling. It recommends building credibility through peer referrals, case studies, and expert briefings. It also suggests admitting higher prices but better quality early on, and framing discounts as special deals. Finally, it outlines funneling prospects through qualifying, covering bases, and closing orders.

1. Strategic Selling (MHI)
> Build credibility via: (a) like rank selling = leverage internal people who are peers (role & seniority) to engage
target buyers (b) referrals/case studies (c) executive briefings by internal or external experts
> Early on, admit you are higher priced but better; similarly, frame discounts in writing as one-time special deals
> Work the funnel: prospect  qualify  cover the bases  close the order
(More detailed summary: https://www.linkedin.com/pulse/new-strategic-selling-book-summary-jeremey-donovan)
Assess how you feel
about closing the sale
(be wary of blissful
happiness or total
panic).
Build action plans for
alternate positions
that eliminate red
flags (up to 5 items)
ID & rate changes that
may affect the single
sales objective
Assess your current position Assess each buyer
Buyer Type
Economic
User
Techincal
Coach
Buyer Mode
Growth
Trouble
Even-keel
Over-confident
Influence
High
Medium
Low
Current Disposition (towards deal)
-5 | -4 | -3 | -2 | -1 | 1 | 2 | 3 | 4 | 5
Win: (individual benefit; ex: recognition)
______________________________________________
Result: (measurable impact on client’s employer; ex: ROI)
______________________________________________
Additional Tips: