Shape your sales opportunities to take control of the sale to:
- Gain access to senior and all key executives
- Be sure that you are not just a benchmark price
- Influence the specification
- Outsmart competition
- Get on the shortlist
- Gain access after the proposal is submitted
- Gain timely resources from your own company
- Forecast accurately
This book describes how to plan a major sale like a game of chess. All the key issues will be pulled together into a detailed calling plan.
The plan will deal with each phase of the sale. It will cover all of the political issues:
- Gaining access at the right levels
- Finding and training an internal salesperson
- Dealing with dissenters
- Dealing with all the different types of staff in the decision
There will be specific plans to beat competition both by 'writing the specification' and by gaining a strong lobby of supporters.
It will acknowledge and deal explicitly with any potential deal killers.
The plan will include the activities needed to prepare a business case.