Strategic Opportunity Selling is a planning methodology for a “must win” sales opportunity. It allows the sales team to conduct critical examination of: the sales opportunity, the key players within the organization, the political and power structure, competitive positioning and the team’s route to success. The methodology focuses on developing a resource plan and developing and testing an opportunity “win” plan.

Strategic Opportunity Selling shows salespeople how to determine what opportunities to pursue, what resources to engage, when to apply those resources, and with whom to apply them, in order to win competitive transactions. Using a pragmatic approach, the sales team examines the sales opportunity, and makes informed decisions about the practicality of continuing. Early disengagement saves time and money. Planning for the favorable outcome of an opportunity is an underlying premise of the program.

Upon completion of the Strategic Opportunity Selling course, participants will be able to:

• Perform opportunity assessments to help in making Go-No-Go decisions throughout the life of the opportunity
• Determine which key customer contacts are the decision makers and how they will make those decisions
• Determine the political landscape and the sources of influence which affect the decision
•  Determine if the account coverage is sufficient to win
• Select an effective competitive strategy and out maneuver the competition
• Set up a win early in the cycle
• Lead the buyers to a mutually beneficial decision based on the value of your offering

Strategic Opportunity Selling is available in these Training Modalities:
ILT	eL
To engage in ILT, Contact Us	To begin eLearning, Start here
Duration: 1 day	Duration: Approximately 2 Hours