This video introduces strategic selling and the RSVPselling™ concepts which enable sales managers and channel managers to be effective with a low overhead approach for complex enterprise selling. It's a meta-framework that sits over the top of whatever you're currently using including Challenger, SPIN, TAS, Battleplan, Blue Sheets, and others. The framework enables a leader to manage a sales person's pursuit of an opportunity anywhere at any time and can be utilized in a boardroom within an account plan or in a coffee shop on the back of a napkin.
Importantly, it drives clarity amidst all the data and it creates laser focus on what actually matters in winning regardless of how early or late you are in the opportunity. It's an efficient and effective framework for strategy and execution as you simply keep asking questions in the four RSVP areas to relentlessly focus on what's important.
R)elationships: Do we have the right relationships? Followed by: Are we selling at the right level? Do they have genuine political and economic power? Do our relationships provide differentiating intelligence, insight and genuine influence?
S)trategy: Do we have an effective strategy for managing relationships and competitive threats? Followed by: Do we understand the power-base and have we identified the competition (external and internal including the risk of them doing nothing)? What's our strategy for winning while engineering a positive bias in the customer's requirements toward us?
V)alue: Are we leading with insight and uniquely creating compelling business value in the eyes of the customer? Followed by: Why will they buy anything at all and is there a risk of the status quo prevailing? How are we differentiating and evidencing our credentials as lowest risk and best value?
P)rocess: Are we aligned and do we truly understand the customer's process for evaluation, selection, approval and procurement? Followed by: Do we understand how they define and assess risk with suppliers and solutions? Do we have a close plan validated by the customer?
Excellence in execution underpins the four RSVP elements with pragmatic tools for qualifying, closing and understanding the players in the buyer organization. RSVPselling™ also incorporates concepts such as the Value Quadrant for Professional Sales Agents© and The New ROI©
This meta-framework supports the concepts of progressive qualification and close plans to manage an opportunity and it won't confuse your team regardless of what they're currently using. The reason the wheel goes anti-clockwise is that the approach is counter-intuitive. It simplifies complexity and creates insight without excessive overhead. Everyone is time-poor and this works.
Now it's over to you. Do sales people use their company's selling methodology well? What are the most important aspects to focus on? How do you create focus in winning with a team?
Please feel free to personally email me if you're interested in me enabling your company or team with these principles at [email protected]. Let me help you increase revenue sustainably.
Tony Hughes is ranked as the #1 influencer on professional selling in Asia-Pacific and is a keynote speaker and best selling author. This article was originally published in LinkedIn where you can also follow Tony's award winning blog. Also visit Tony's keynote speaker website at www.TonyHughes.com.au or his sales methodology website at http://www.rsvpselling.com/.
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