Strategic Selling (MHI)

> Build credibility via: (a) like rank selling = leverage internal people who are peers (role & seniority) to engage target buyers (b) referrals/case studies (c) executive briefings by internal or external experts

> Early on, admit you are higher priced but better; similarly, frame discounts in writing as one-time special deals

> Work the funnel: prospect qualify cover the bases close the order

(More detailed summary: https://www.linkedin.com/pulse/new-strategic-selling-book-summary-jeremey-donovan)

Assess how you feel about closing the sale

(be wary of blissful happiness or total

panic).

Build action plans for alternate positions that eliminate red

flags (up to 5 items)

ID & rate changes that may affect the single

sales objective

Assess your current position Assess each buyer

Buyer TypeEconomicUserTechincalCoach

Buyer ModeGrowthTroubleEven-keelOver-confident

InfluenceHighMediumLow

Current Disposition (towards deal)-5 | -4 | -3 | -2 | -1 | 1 | 2 | 3 | 4 | 5

Win: (individual benefit; ex: recognition)______________________________________________

Result: (measurable impact on client’s employer; ex: ROI)______________________________________________

Additional Tips: