Power Base® Selling Preview
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Salespeople lose orders when they are outsold by competitors. To win competitive opportunities, salespeople need to develop a Winning Sales Plan (WSP) that involves assessing the business context, setting a sales objective, determining the opportunity score based on value and political alignment, and outlining a competitive strategy. The WSP framework provides a process for understanding customer needs and outlining how a company can best meet those needs to defeat competitors.
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Power Base® Selling Preview
- 1. POWER BASE® SELLING Winning Competitive Opportunities www.holdenintl.com (312) 476-8700
- 2. There is only one reason sales people lose orders… …they are outsold What are you counting on to win? ®
- 4. 2
- 5. 32. Opportunity Score E M O Value Relevance 3. Value Relevance Political Alinment 4. Political Alignment Competitive Strategy 5. Compete Strategy
- 7. Join The Fox Den by visiting: http://foxden.holdenintl.com Sign Up
Editor's Notes
- Introduction/Setup:There are six steps to the Power Base ® Selling MethodologyKey Messages:These first two steps are devoted to ensuring the appropriate set up is completed, specifically, understanding the account landscape which is the environment in which opportunities exist. Second, is to have a clear and concise Sales Objective – what you are selling, for what price, and by when? After the setup has been established we will apply the opportunity methodology, which includes four steps: Opportunity Score, Value Relevance, Political Alignment, Competitive Strategy.Transition:Let’s not review the key learning objectives associated with this step of the process.