Unlike most sales training programs, which target presentation skills, Strategic Selling® focuses on prior positioning----on the strategic analysis that must precede every sales call. The program teaches a no-guess work process for discovering what you know, what you don't know and what you need to find out before you meet customers.
In Strategic Selling®, participants learn how to identify and reach the four Buying Influences present in every sale, how to assess each one's level of receptivity (Buyer Mode), and how to determine which business Results will enable them to personally Win. Working with their own current prospects and accounts, they develop concrete strategies for achieving their objectives, including an action plan( with timetables) for making them happen.