Teach yourself about participating in a customer buying process.
On Wednesday, April 1st, 2020, we began delivering a free B2B sales training course via bite-sized posts on the SalesSense LinkedIn company page. This page presents the posts in part eleven - customer buying process participation.
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Part Eleven - Customer Buying Process Participation
Participating in a customer's buying process - overview. 11.1
Identifying those involved in a customer's buying process. 11.2
Put yourself on the evaluation team. 11.3
Sell your participation in a customer's evaluation. 11.4
Organise your selling team. 11.5
Decide on a strategy to defeat competitors. 11.6
Competitive sales strategy options - 1. Overwhelm. 11.61
Competitive sales strategy options - 2. Flank. 11.62
Competitive sales strategy options - 3. Divide. 11.63
Competitive sales strategy options - 4. Delay. 11.64
Competitive sales strategy options - 5 Defend. 11.65
How to test a sales strategy. 11.66
Use strategic alliances to multiply your resources. 11.67
Competitive strategy considerations. 11.68
Buying perspectives in the customer's buying team. 11.7
Recognising and dealing with a competitor's champion. 11.71
How to change the buying perspective of a competitor's champion - past sins. 11.711
How to change the buying perspective of a competitors champion - past sins 2. 11.712
When you can't change the buying perspective of a competitor's champion. 11.713
What to do about a personality clash. 11.714
When powerful people champion a competitor. 11.715
What to do about a competitor's supporter. 11.72
Winning over a competitor's supporter or a fence-sitter. 11.721
How to work with those who support your solution. 11.73
How to work with a champion on a customer's buying team. 11.74
Keep the customer's decision-makers involved. 11.8
Lead and manage the selling team. 11.81
Participating in the customer's buying process - summary. 11,9
If you need to increase customer buying process participation, get in touch. Have any element of our sales training content delivered for groups or individuals through virtual classroom sessions or one-to-one coaching. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details or use the contact form here.
