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Trigger Strategies - Sales Relationship Checklist - 2011


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Still a rough draft, but worth sharing. Our clients are using this tool with their sales teams.

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Trigger Strategies - Sales Relationship Checklist - 2011

  1. 1. Visitor, Stop In, Delivery Strategic Partner Business Solutions Provider Consultative Seller Global Leader Order Taker <ul><li>Sought after for keynotes & speaking, recognized leader </li></ul><ul><li>Innovating in your industry, </li></ul><ul><li>Writing, blogs, articles, columns, social media originator </li></ul><ul><li>Original content developer </li></ul><ul><li>Talk about business results, strong value proposition </li></ul><ul><li>Measure ‘Return On Investment’ of product or service </li></ul><ul><li>You are the first choice for a solution </li></ul><ul><li>Talk solutions more than product </li></ul><ul><li>Single need focused, one time interaction </li></ul><ul><li>Included in a request for quote or tender </li></ul><ul><li>Not the only choice, competitive </li></ul><ul><li>Providing solutions through your product </li></ul><ul><li>Price driven on items </li></ul><ul><li>Focused on being the lowest price </li></ul><ul><li>Quick sales, little attention to value, single interaction </li></ul><ul><li>Margin specific </li></ul><ul><li>Drop by visits, majority of day, more social in nature </li></ul><ul><li>Waiting for people to initiate relationship </li></ul><ul><li>Brochure and marketing material driven </li></ul><ul><li>Promotions focused, talk about specials and deals </li></ul><ul><li>Collaborator on business planning and strategy & goals </li></ul><ul><li>Participate in business decisions, dealing with owners </li></ul><ul><li>Strategic planning partner, present to key stake holders </li></ul><ul><li>No competitors included in process </li></ul>