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📖 DAILY BOOK SUMMARIES 📖 🔗 DIRECT FREE E-BOOK DOWNLOAD LINK AVAILABLE — https://drive.google.com/file/d/1NDBGLivUrjp1pdafLLgEgZE-F2KXWfYq/view?usp=drivesdk 🔥 The New Strategic Selling 🔥 🚀 20 Lessons 👉 ✨ By Robert B. Miller ✨ 1. Strategic Selling • Strategic selling focuses on understanding complex sales and designing tailored approaches to engage multiple decision-makers. 2. Sales Process • The sales process is a systematic approach that helps salespeople manage complex deals by recognizing and addressing key challenges early. 3. The Buying Influence • The buying influence refers to the various roles people play in the decision-making process, including users, influencers, and decision-makers. 4. Win-Win Approach • A win-win approach ensures that both the seller and the buyer benefit from the sales transaction, fostering long-term relationships. 5. The Four Types of Sales Opportunities • The book categorizes sales opportunities into four types: new business, existing accounts, competitive replacements, and reactivation of old accounts. 6. Identifying the Decision-Makers • Identifying key decision-makers and understanding their motivations is crucial to successfully navigating the sales process. 7. The Sales Call • Effective sales calls are planned with clear goals, relevant questions, and a focus on addressing the buyer’s needs and concerns. 8. Sales Strategy Development • Developing a sales strategy involves analyzing the situation, identifying key players, and crafting a compelling value proposition. 9. Relationship Building • Building strong, trust-based relationships with customers helps secure future business and encourages repeat sales. 10. Positioning Your Solution • Positioning a product or service effectively involves demonstrating how it solves the customer’s specific problems or adds value. 11. The Buying Influences • Recognizing the multiple buying influences—economic buyer, user buyer, technical buyer, and coach—allows the salesperson to address each influence individually. 12. Understanding Needs • Understanding the customer's needs and pain points enables the salesperson to offer a tailored solution, making the pitch more compelling. 13. Assessing Competition • Salespeople should assess the competition to understand where they stand in the market and how to differentiate their product or service effectively. 14. Negotiation Tactics • Effective negotiation tactics are essential for closing deals, focusing on creating mutual value and overcoming objections. 15. Managing the Sales Cycle • Managing the sales cycle effectively involves keeping track of milestones, managing expectations, and adapting to changing buyer behavior. 16. The Power of Listening • Active listening is key to understanding buyer needs and crafting a solution that aligns with their expectations and goals.