Strategic Value Selling (SVS)

A complete sales and client services methodology and approach that enables you to co-develop value with you clients.  Help your clients distance and differentiate their solutions.   Enable relationship excellence and uncover who has influence vs authority.  Apply strategies & sales tactics based upon both client context and competitive differentiation.

Understand your Client's Buying Process Timeline

Master how to uncover where your client's are in their buying process timeline to adjust your strategy and tactical approach.  This enables you to streamline your selling and value delivery to match your client's decision making process.  Learn how to position and articulate your value through the 3 Why's:

• Why Do Something Different?
• Why Now? (sense of urgency)
• Why Us? (Competitive differentiation)

Learn to uncover and identify who has authority and influence from all stakeholders regardless of their organizational role.

Navigating Power Base Excellence

Learn to master your client's power base and internal politics.  Uncover who has authority vs influence.  Turn supporters into true allies.  Learn to establish symbiotic relations that supersede the business setting.

Executive - Management - Operations (EMO)

Discover how to navigate an organization in terms of executive levels, management and business unit levels, and departmental and staff levels.  Uncover different buying and decision making criteria and what enables success at all levels of the organization.

SPIN Selling - Neil Rickman

A valuable consultative sales methodology that teaches the critical importance of questioning clients.  The SPIN approach enables asking a series of questions beginning with Situation, Problem, Implication, and Need-Payoff that uncovers not only "Implied Needs" but enables clients to see their "Explicit Needs".