Power Base Selling®

Power Base Selling is a three-day program designed to equip sales professional’s with a repeatable process to win business in new or existing accounts. This high enrgy workshop focuses on qualifying opportunities, identifying and proving customer value, developing and executing competitive strategy, and understanding the importance of politics in a business environment. An additional module on demand creation can be incorporated based on specific client requirements.

Objectives

Install a standard process and common language for managing high value, complex and political opportunities and engaging and defeating the competition.

Establish a common approach for qualifying opportunities, positioning value, executing competitive strategy, penetrating higher within accounts, and creating new opportunities.

Content

Power Base Selling consists of the following modules:

The Business Context of Selling: Defines the characteristics of sales and relationship proficiency and establishes the behaviors and competencies that are required for executing strategic selling.

Discovery: Equips participants with a disciplined way to qualify opportunities and a systematic method for determining one’s likelihood of winning an opportunity at varying points of a sales campaign. The Focus is on uncovering critical missing information that is essential to gaining competitive advantage.

Establishing Value: Equips participants with ability to express value to customers in a compelling and relevant way at varying levels within the customer organization, including the executive level. Value Statements and

Value Propositions are developed on live opportunities and role plays are used to simulate the delivery of value messages in the context of a customer meeting.

Competitive Strategy: Focuses on the development and execution of competitive strategies and competitive counter tactics used to engage and defeat the competition. Participants will analyze their competitive strengths and weaknesses and are exposed to four distinct competitive strategies and the parameters to execute each.

Political Strategy: Focuses on uncovering the distribution of power and influence within an organization. Participants will map the political landscape of the client organization and develop a political strategy for a specific opportunity by uncovering and determining how to “hook” an individual’s personal agenda.

Intended Audience

The Power Base Selling program is intended for sales professionals who manage several accounts and have a need to generate business.

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