If You're Curious About These Questions...
You should listen to this audiobook
- Have you ever wondered why closing a deal today could actually be the reason you lose a customer tomorrow?
- Are you curious about the four hidden 'Buying Influences' that hold the power to either green-light or veto your most important sales?
- What’s the secret to identifying 'Red Flags' in your sales strategy before they have a chance to sabotage your deal?
Listen to The New Strategic Selling — Free Audiobook
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Key Takeaways from The New Strategic Selling
- Understand why lasting sales success requires blending long-term strategic planning with adaptable, short-term selling tactics.
- Learn how to accurately assess your current market position to identify threats, spot opportunities, and build a winning sales game plan.
- Master the art of defining a single, highly specific sales objective that details exactly what, when, and how much you aim to sell.
- Discover the four critical buying influences—economic, user, technical, and coach—that you must align to successfully close complex deals.
- Find out how to identify strategic 'red flags,' such as unexpected new personnel, and transform these potential vulnerabilities into powerful advantages.
Learning Tools
Reinforce what you learned from The New Strategic Selling
Mind Map
The New Strategic Selling
Strategy vs. Tactics
Strategy (Long-term)
Tactics (Short-term)
Interdependence
Positioning & Objectives
Assess Current Situation
Single Sales Objective
The Four Buying Influences
Economic Buyer
User Buyer
Technical Buyer
Coach
Managing Red Flags
Identifying Threats
Turning Weakness to Strength
Buyer Response Modes
Motivation to Change
Growth Mode
Trouble Mode
Win-Win Relationships
Mutual Benefit
Uncovering Wins
Customer Focus
Quiz — Test Your Understanding
Question 1 of 7
According to the text, what is the primary difference between sales strategy and sales tactics?
The New Strategic Selling — Full Chapter Overview
Chapter 1: Recommendation
Chapter 2: Your sales success relies on both strategy and tactics.
Chapter 3: Evaluating your company’s current position is the first step in crafting a solid strategy.
Chapter 4: Be crystal clear on which people hold key roles influencing your sales process and outcomes.
Chapter 5: Turn any weaknesses in your strategy into strengths.
Chapter 6: Determine where your buying influences stand so you know how they view the potential sale right now.
Chapter 7: Demonstrate to your buying influences that you value their interests just as much as your own.
The New Strategic Selling Summary & Overview
New Strategic Selling (1995) teaches you how to close sales in the most positive, beneficial way for both you and your buyer. Long-term success in sales is all about building relationships, satisfying your customers and identifying the key factors that influence the sale, and these blinks will set you on your way.
Who Should Listen to The New Strategic Selling?
- Salespeople
- Anyone who wants to get better at building lasting business relationships
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