Winning Major Sales

Sellers who build and execute a strategy for opportunities of all sizes consistently win more sales. Learn how to implement a process to generate the best strategies to win. This module includes the following lessons:

• Introduction to Sales Opportunity Management
• 4 Buying Mindsets
• How the Buying and Selling Process Works

Winning important sales involves leveraging your resources, creating maximum value, and doing everything in the sales process to win. This module includes the following lessons:

• Sales Opportunity Planning: An Overview
• Essential Elements of Sales Opportunity Planning
• How Win Labbing Helps You Win
• Assignment: Begin Filling Out the RAIN Sales Opportunity Planner

When the opportunity is significant, you need to go all in to win it. Explore strategies to strengthen relationships, outsell the competition, and win important opportunities. This module includes the following lessons:

• Plays, Big Plays, and the 6 Types
• Big Play Examples
• Which Plays and Big Plays Should You Pursue
• Assignment: Brainstorm Plays and Big Plays

A Win Lab is a collaborative and facilitated brainstorming discussion to generate ideas to win a sale. Learn the 4-Stage process for leading a Win Lab to win important sales opportunities. This module includes the following lessons:

• The 4 Stage Process for Leading a Win Lab
• Win Lab Meeting Flow and Checklist
• 6 Tips to Make Your Win Lab a Success
• Assignment: Prepare to Run a Win Lab

Maximizing buyer perception of your value is essential for success. Learn the 3 components of value and how to resonate powerfully, differentiate from the competition, and build trust. This module includes the following lessons:

• The 3 Legs of the Value Proposition Stool
• Resonating with Buyers' Wants and Needs
• Persuading Buyers You Are Different
• Substantiating: Building Buyer Belief
• Assignment: Identify Your Value Proposition

You have limited time and resources to decide which opportunities are worth pursuing. Learn how to identify and select the opportunities to invest your energy and effort in winning. This module includes the following lessons:

• How Qualifying Sales Drives Sales Results
• When to Ask About Budget, and When Not
• Setting Initial Price Ranges with Investment Norming
• Determining Pursuit Intensity
• Tactical Tips to Qualify Sales
• Assignment: Qualify Your Opportunity

Time is precious, and you can’t give equal time to all opportunities. Prioritize opportunities based on pursuit intensity, determine your approach, and decide where to spend your time. This module includes the following lessons:

• Introduction to Selecting Accounts
• How to Select Accounts for Top Pursuit
• When to Pursue Opportunities and Accounts Even if They're Not (Yet) Qualified
• Assignment: Determine the Pursuit Intensity for Your Opportunity

Developing strong relationships in your accounts is critical to winning major sales. Discover strategies to deepen relationships with key stakeholders and develop a plan to do so.  This module includes the following lessons:

• How Buyers View Relationship Strength
• How to Enhance Client Relationships
• Manufacturing Serendipity to Build Relationships and Drive Opportunity
• 4 Keys to Building Trust in Sales
• Tactical Tips for Building Trust in Sales
• Assignment: Rate Your Current Relationship Strength

Learn how to understand and quickly identify the 6 unique buyer personas to communicate more effectively, strengthen relationships, and increase your value.  This module includes the following lessons:

• Overview: Different Communication Strokes for Different Folks
• The 6 Buyer Personas in Brief
• How to Identify the 6 Buyer Personas
• Working with Decisive Danielle, Relationship Renee, and Analytical Al 
• Working with Consensus Claire, Skeptical Steve, and Innovator Irene 
• Tactical Tips for Selling to the 6 Buyer Personas
• Assignment: Plan to Work with Different Buyer Personality Types

Understanding what matters to decision-makers is essential for success. Identify and sell to the 5 decision roles, complete a stakeholder analysis, and strengthen buyer relationships. This module includes the following lessons:

• Analyzing Your Competitor Landscape
• The 5 Decision Roles
• Creating Change Champions
• Understanding the Business Driver and Approver
• Understanding the Domino and the Evaluator
• Uncovering the Buyers' Decision-Making Process
• Assignment: Analyzing Stakeholders and Decision Makers

Objections can be hard to hear. The key is knowing how to listen to them and respond accordingly. Learn the most effective 4-step process to respond to buyer objections and move your sale forward. This module includes the following lessons:

• Why Objections Are a Good Thing
• 4-Step Process for Overcoming Objections
• 4 Types of Objections
• Types of Money Objections and How to Address Them
• Overcoming Objections Before They Happen
• Tactical Tips to Overcome Objections
• Assignment: Prepare to Overcome Objections

You’ll often be called upon to present your plan to win a major opportunity to senior leaders. Create and deliver a presentation that will earn the confidence of executives and buyers. This module includes the following lessons:

• How to Present an Opportunity Internally
• Common Mistakes to Avoid in an Opportunity Presentation
• Assignment: Plan a Winning Presentation