Advanced Positional Selling®

Aligning for Success

Learn an analytical model to objectively assess your current standing with customers and their decision makers. Discover tools to further penetrate customer organizations and strategies to align internal resources for success. Explore ways to gain insight into the customer decision-making process and leverage it from a position of strength. Understand various organizational structures and how to successfully navigate them all the way to the C-Suite. Learn the concepts and implications of Business Drivers, Critical Concerns, and Decision Criteria within the context of a simple, yet sophisticated, repeatable process.

Business Case Selling

Take a disciplined approach to understanding your customer’s current internal and external business situation. Discover how to create value in the buying experience by inspiring buyers with insights and new ideas and crafting compelling solutions that link directly to their needs and opportunities. Learn research, interviewing, needs analysis, and process mapping tools and techniques to identify customer business drivers and clearly define the implications of action or inaction. Learn our proprietary Business Case Exploratory and Planning model and how to quantify customer needs and the results/ROI of choosing your solution.

Decision Criteria and Process

Create an organization road map to understand inter-connectedness in the decision-making process and to identify key stakeholders: decision makers, influencers, navigators, coaches, and end-users. Understand the Selection and Evaluation Criteria – what the real decision criteria is and how to influence it to your advantage. Learn how to assess the competition and use a decision criteria matrix to beat competitors’ propositions. Explore how organization type influences the decision process, and learn the skill and language required to successfully navigate C-Suite decision makers. Recognize the various buying orientations of the decision hierarchy and successfully adapt your style and presentation to address the needs, concerns, and implications of each.

Packaging the Business Case

Leverage our proven presentation model to develop and deliver high-impact business case proposals that engage the customer, make them part of the solution, and secure approval to proceed. Create comprehensive solutions designed to address each customer’s unique buying process, business realities and desired results. Quantify ROI and positive business impact. Create an enthusiastic and receptive environment, whether presenting one-on-one or to a large group. Strengthen closing skills and the ability to activate next steps that ensure successful adoption of your solution.

Capstone Plan & Presentation

Prepare for a strategic business call with a real client. Apply the Business Case process to a specific account, including preparation, action steps, and responsibilities to complete the process through delivery to the customer. Present to workshop participants and receive peer and instructor feedback. Develop an action plan to implement the business tools and skills learned in the workshop across the largest opportunity accounts in your customer portfolio.