Becoming First Among Equals
Principles for Furthering Success
Session 1: Selling – A New Craft
- Recent changes
- How is this impacting decisions
- What has worked so far
Session 2: Decision Maker Profile
- Who are the decision makers
- What do they want
- What are their goals and needs
- What type of buying experience are they seeking
- What challenges are they experiencing
Session 3: Territory Profile 1 (small groups)
- Thinking differently about your customers
- Who are your ‘maintain’ customers
- Who are your ‘grow’ customers, where can you reduce the ‘white space’ and increase penetration
- How can you get to know your customer better
Session 4: Territory Profile 2 (large group)
- Interactive feedback
Session 5: Value Propositions
- Using the ‘why’ and ‘how’ model
- Small groups: creating your compelling value proposition
Session 6: Engaging via Phone and Email
- Discuss important building blocks of each
- Small group: Create an effective message using your value proposition
- Large group: Review samples
- Discuss going beyond the first message and how to remain fresh and relevant
Session 7: Connecting Face to Face
- Creating a meaningful conversation to increase penetration and market share
- Use simple questions to create simple solutions
- Build upon the customer experience
Session 8: Acquiring New Business Strategy
- Who are your targets and how do they match your offering
- What is it that you do better than anyone else
- Outlining a prospect nurturing strategy
- Researching key events or changes that create opportunities
- Developing a full and healthy pipeline
- Creating valuable information to help make the choice to choose you
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