STRATEGIC ANALYSISDate :
Test Adequacy of Current Positing:
EUPHORIA GREAT SECURE COMFORT OKEXCLUSIVE DOMINANT SHARED ZERO
CONCERN DISCOMFORT WORRY FEAR PANICMatch to Ideal Customer: Criteria: Rating
Account/Prospect :
Your Products/Service Sold This Account: Current $ Volume Your Products/Service: Single sales Objective
Part I : Strategic Selling 策略性銷售MY POSITION VS. COMPETITION: TIMING FOR PRIORITIES: URGENT Potential $ Volume: PLACE IN SALES FUNNEL: ABOVE MODE NOW U = User C = Coach G = Growth T = Trouble EK = Even Keel OC = Over Confident
ACTIVE
WORK IT IN LATER
1 2
IN
BEST FEW
3 4
TYPES OF BUYING INFLUENCES
NOTE: IN SALES A WIN-RESULT STATEMENT TELLS HOW A BUYING INFLUENCE'S SELF INTEREST IS BEST SERVED BY USING YOUR PRODUCT/SERVICE
RATING: RATE HOW WELL YOUR BASE IS COVERED WITH EACH BUYING INFLUENCE FOR THIS SALES OBJECTIVE POSTITIVE = +1 TO +5 NEGATIVE = -1 TO -5 RED FLAG = Uncovered Base, New Players/Reorganization, Uncertainty/Lack of Data
E = Economic T = Technical
BUYING INFLUENCES INVOLVED Name,Title, Location
TYPE OF BUYING INFLUENCE
BUYING INFLUENCE'S KEY "WIN"-RESULTS MODE NOW
Part IPOSSIBLE ACTIONS:
HOW WELL IS BASE COVERED? (Explain your Rating) Rating
Strategic SellingSUMMARY OF MY POSITION TODAY BEST ACTION PLAN: A good account strategy (A) positions you with and focuses upon strengths, and (B) reduces uncertainties and helps eliminate Red Flags. Strengths:
策略性销售概述Events: Coaching Date Needed: Info Needed
Timing (Dates)
Red Flags:
who
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