Program Components

The core component elements of this program or methodology that a company implements are as follows…

» Understanding Buyers. Developing and using a deep understanding of the industries, companies, departments and people who evaluate and buy your products, and the messages they resonate to depending on their role in the purchase-decision making process.

» Understanding Customer Needs and Issues What target customers need and why they need it in the context of the technology sellers offering. This facvtor drives all other aspects of the sales optimization models.

» Questioning Models. Questions and question sets for dialoguing with customers in a consultative selling mode. Information, Issue, Implication and Importance questions for every aspect and stage of the sales process.

» Messaging. Core messaging for sales effect based on customers issues and the sellers solution in relationship to those issues.

» Sales Process. Implementation of a detailed, step by step, closed-loop sales process (End to End Solution™) that not only maximizes the sellers percentages of success in initial sales, but also insures a successful implementation of the solution, and details a specific pathway to future incremental sales.

» CVJ™ System and Tool – Cost/Value Justification (CVJ™) is an invaluable element of the entire program and selling system. It takes all of the core elements of the program and rolls them up into ROI models that communicate financial and functional value models to everyone involved in purchase decision.

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» Program Process