Strategic Selling Guide

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As a sales professional you need a strategic selling guide that defines a selling framework. This is particularly useful if you are a member of a large sales team. A common framework across a sales team will lead to better efficiencies within the group. By sharing artifacts and process models the team will become a well oiled machine.

A strategic selling guide will provide you a sales process model for client based planning. This is a key concept to get you thinking from the perspective of your customer. A sales process model will help you to address the business or personal needs of your customer. By focusing on their needs up front (and not your product) you will set yourself apart from the competition.

The main objective of a selling guide is to help you align your solution with the needs of your customer. From a business to business perspective, the sales process model described in the guide must provide business value in every interaction you have with your client. Remember, sales and selling is about the customer, not about your product. By connecting the features of your product to your client’s business needs, you will become a very effective salesperson (and hopefully make a lot of money).

When used effectively, a strategic selling guide will help you show the customer that you understand their needs better than anyone else. By making the connection to their business you will transform from “salesperson” to “valued consultant” in their eyes. This is ultimately how you want to be viewed. Your competitors will have a tough time competing against you once you have attained this status with your clients.

A good strategic selling guide should address the key stages of an effective sales process map. Learn the stages and recognize what stage you are at with your client at all times. The following diagram breaks down and simplifies the flow of the sales process. Each stage is as important as the next. Each sales step can vary in complexity and length depending on your industry.

For a more detailed look at the sales process steps, click on the links below.

1. Understand your customer and Build Relationships
2. Customer Need Recognition
3. Formulate Solutions & Articulate Business Value
4. Close the Sale & Resolve Issues
5. Deliver and Evaluate

The above sales process flow will help you achieve stronger market share and attain higher revenue. The flow is designed to entice positive customer relationships with your accounts. Be sure you understand how adding some process to your sales engagements can impact your bottom line.

Familiarize yourself with the concepts and stick it to your competitors. Jump into each of the five sections to get under the covers of the process. Get out there and make that money you know you deserve.

Thanks for reading.

Good selling.

More thoughts on a strategic selling guide