The name of the method clearly refers to military actions. Robert Miller and Stephen Hyman, who developed this method, really believe that the sales process is somewhat similar to a battle. The process involves a group of people, each of whom has certain functions, goals, tools and degrees of influence.
Strategic Sales
The authors define a decision maker depending on which type in their classification this person belongs to:
Economic buyer: makes the final decision and is fully immersed in the financial component (return on investment, costs, revenues, etc.).
Buyer-consumer: thinks what is gcash less about money and more about the conditions of use of the product (performance, ease of use, etc.).
Coach: This is a real insider for the client.
Technical buyer: evaluates the product based on how it solves existing problems (price, reliability, goals, delivery time, etc.). This type of client is the one that most often ruins the deal. The seller's job is to identify him and try to neutralize him, and do it as quickly as possible: meet one-on-one, identify pain points and find convincing answers to all objections.
Selling fox
Jim Holden published a book of the same name, in which he described this implementation technique in detail. He believes that the volume of trade is directly related to the personality of the seller, who plays the main role in this process.
The successful completion of the transaction depends on three conditions that the representative of the selling company must be aware of:
The client must come to the transaction prepared (“readiness”): he has studied the market, compared the conditions of all possible suppliers and can make an informed conclusion.
The client must confirm his decision ("desire"): he has chosen the suppliers that interested him, made a shortlist and is now getting to know each of them. The opinion he has formed will help him identify potential partners, assess their capabilities and make a final decision.
The client must be able to conclude the deal ("capacity"): this is the final step in the decision-making process and is related to the budget. The buyer has the ability to conclude the deal from both the financial and logistical side. Many people are familiar with situations where the decision-making process was postponed indefinitely.
Selling fox