sales training 2 opportunity analysis

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Strategic Value Selling (SVS) – Opportunity Analysis A Different Perspective on Selling

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Page 1: Sales Training 2   Opportunity Analysis

Strategic Value Selling (SVS) – Opportunity Analysis

A Different Perspective on Selling

Page 2: Sales Training 2   Opportunity Analysis

Opportunity Analysis

•What is their strategy?

•What are they counting on to win?

•What are their “lose recovery” tactics?

Page 3: Sales Training 2   Opportunity Analysis

Opportunity Analysis

• To help you close as much business as possible, in a short a time as possible by telling you when and where to compete

• A way of grading your opportunities to prioritise allocation of resource. A method of forecasting by a points value system

• The quickest way of telling you where you are going to lose, why you are going to lose and how to defend against that

possibility.

Nothing in competition is more important than obtaining facts

Page 4: Sales Training 2   Opportunity Analysis
Page 5: Sales Training 2   Opportunity Analysis
Page 6: Sales Training 2   Opportunity Analysis

Relevant Strategy

“A winning general creates

the conditions for victory

before beginning the war”

Sun Tzu

Page 7: Sales Training 2   Opportunity Analysis

A Different Perspective on Selling

•If you cannot distinguish, what you sell by how you sell,

you can only differentiate by how

much you sell it for !!!

Page 8: Sales Training 2   Opportunity Analysis

Want to know more?

Consulting rates apply

Contact [email protected]

5/16/2016 Produced by Sales Guerillas 8