- Miller Heiman Strategic Selling Blue Sheets 2017
- Miller Heiman Strategic Selling Blue Sheet Download
- Miller Heiman Strategic Selling Blue Sheets Review
- Miller Heiman Strategic Selling Blue Sheet Pdf
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Miller Heiman ®. The New Miller Heiman. Introducing the new Miller Heiman, now part of the Be Ready Solutions from Miller Heiman Group TM. For years, the world’s most successful companies have relied on Miller Heiman for sales training and development, including our time-tested Strategic Selling TM and Conceptual Selling TM products. Our Field Sales created 335 blue sheets in 2015 for opportunities worth. You should only use this sheet if you have been trained in Miller Heiman Strategic Selling. Inc.© 2005 Miller Heiman.Blue Sheet.2) From Whom. Notes from the book by Miller Heiman: The New Strategic Selling Joe Murphy 770.662.5700 PAGE 5 Section II Blue Print Strategy. Review of Miller Heiman, The New Strategic Selling. The book emphasises the need for a Win- Win approach to Selling. Negotiation (as advocated by Fischer and Ury in “Getting to Yes” - in fact. Fischer and Ury prefer “Win- Win or no deal”, which is in line with Miller. Heiman’s insistence that you should walk away from some deals).
Strategic Selling Strategic AnalysisLast Updated
Date Salesperson Account/Prospect
Current Volume
Total Potential Volume
SINGLE SALES OBJECTIVEProduct/Service
Sales Revenue/Units Close Date
BUYING INFLUENCES INVOLVEDName, Title, Location
Role
Degree of Influence
Miller Heiman Strategic Selling Blue Sheets 2017
SUMMARY OF MY POSITION TODAYSTRENGTHS
RED FLAGS
Competition Type Buying From Someone Else Using Budget for Something Else Using Internal Resources Doing Nothing My Position vs. Competition Only Alternative Front Runner Shared Zero Place in Sales Funnel Universe Above In Best Few Timing for Priorities Urgent Active Work it in Later Ratings and Match +5 +4 +3 +2 +1 -1 -2 -3 -4 -5
Adequacy of Current Position Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear Panic Degree of Influence H M L Mode G T EK OC
This is the BLUE SHEET. You should only use this sheet if you have been trained in Miller Heiman Strategic Selling. ADEQUACY OF CURRENT POSITION (Enter in cell to the right)
COMPETITIONCompetition Type Specify Competitor(s) My Position vs. Competition Place in Sales Funnel Timing for Priorities
Mode
A short statement of the personal Win that a Buying Influence attains when important measurable business Results are delivered.
BUYING INFLUENCE'S KEY WIN-RESULTS
A good sales strategy leverages Strengths and reduces or eliminates Red Flags.
POSSIBLE ACTIONS
hould only use this sheet if you have been r Heiman Strategic Selling.
Red Flags Strengths
Uncovered Base, New Players/Reorganization
Areas of differentiation; Opportunities to imp Worry
F CURRENT POSITION (Enter in cell to the right)
COMPETITION
IDEAL CUSTOMER CRITERIA1.
Click here to go to Competition Analysis Sheet 2. 3.
4. 5.
UENCE'S KEY WIN-RESULTS
Buying Influence attains when important measurable business esults are delivered.
Rate how well your base is covered with each Buying Influence for Drag and drop Red Flags & Strengths from abov
HOW WELL IS BASE COVERED?
Rating (-5 to +5)
Evidence to support your Rating
SSIBLE ACTIONS
BEST ACTION PLANWhat
s strategy leverages Strengths ces or eliminates Red Flags.
Information Needed
overed Base, New Players/Reorganization, Uncertainty/Lack of Data
s of differentiation; Opportunities to improve your position Worry
RITERIA
Match to Criteria (-5 to +5)
our base is covered with each Buying Influence for this sales objective. Drag and drop Red Flags & Strengths from above.
HOW WELL IS BASE COVERED?
to support your Rating
BEST ACTION PLANWho When
reserved. (US.Blue Sheet.0601_v.2)
2005 Miller Heiman, Inc. All rights reserved. (US.Blue Sheet.0601_v.2)
From Whom
MHI Strategic Selling Reinforcement Software
HI Strategic Selling Reinforcement Software, v3.0
COMMUNICATION NOTESDate
2005 Miller Heiman, Inc. All rights reserved.
MMUNICATION NOTESNote(s)
5 Miller Heiman, Inc. All rights reserved.
Add Competitor Table Competitor Website link 1 2 3 4 5 6 7 1 2 3 4 5 6 7
Strengths
Weaknesses
Probable Competitive Strategy
Tribal's Competitor Strategy
Competitor Website link 1 2 3 4 5 6 7 1 2 3 4 5
Strengths
Weaknesses
Weaknesses 6 7
Probable Competitive Strategy
Tribal's Competitor Strategy
ompetitor Table
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Strategic Selling and Conceptual Selling
The Strategic Selling and Conceptual Selling programs combine to offer a process to strategically pursue complex opportunities by understanding both the buying and selling processes at work. The program, which uses both the Blue and Green Sheets, helps map out both the sales opportunity being pursued and the expected outcomes of each critical customer interaction.
In the Strategic/Conceptual Selling® program you will learn, apply, and practice the following opportunity management and identification strategies and tactics.
Strategic Selling®
Change
- Understand how your customer reacts to change
- Identify the most critical changes in your selling environment
Single Sales Objective
- Clarify your current position by defining a Single Sales Objective for every opportunity
Euphoria-Panic
- Determine how you feel right now about closing this Single Sales Objective
- Define your position on the Euphoria-Panic Continuum
Define the Players: The Four Buying Influences
- Avoid the common dead end by focusing on players' roles, not their titles
- Learn why an uncovered base with any Buying Influence could give your sale to the competition
Degree of Influence
- Differentiate the varying Degrees of Influence for each Buying Influence
- Define the factors that affect the Degree of Influence, ranging from internal politics to organizational changes
- Learn why it is important to cover people who have a low Degree of Influence
Modes
- Learn how understanding each reaction to change helps predict receptivity to the sales proposal
- Identify what sales approaches you can develop for each of the four modes
The Win-Win Matrix
- Ensure wins for your customer and yourself
- Discover the four possible outcomes of every sale, and why three of them are recipes for disaster
Getting to the Economic Buyer
- Uncover the three problems in getting to the Economic Buyer. Dealing with the 'float factor,' the internal blocker, and intimidation
- Establish your credibility by providing the one thing the Economic Buyer always wants
Competition
- Learn the types of competition
- Understand how focusing on the competition can be just as dangerous as ignoring it
- Leverage a new strategy to use against competition
Ideal Customer
- Measure the fit of your opportunity using the Ideal Customer Profile: a reliable tool for concentrating on win-win business
- Sort and prioritize prospects according to this profile
The Sales Funnel
- Maximize your most precious resource: selling time
- Leverage the Sales Funnel for account tracking and territory management
- Avoid the 'boom and bust' income cycle
- Discover an effective balance between the four types of selling work
Strategic Analysis: The Blue Sheet
- Pull it all together into an action-based strategy for a structured, proven, 60-minute sales analysis
- Leverage a complete, detailed picture of your Single Sales Objective
- Illustrate who should do what and when to move your sale toward a close
Conceptual Selling®
Customer's Concept
Miller Heiman Strategic Selling Blue Sheet Download
- Understand what the Customer's Concept is and why it is necessary to understand it
- Connect the Concept Sale and the Product Sale
- Know why the Concept Sale always has to come first
Action Commitments
- Set customer action targets for every call
- Determine your Best Action Commitment: the most you can expect from the customer as a result of the call
- Identify your Minimum Acceptable Action: the least you'll settle for
- Know what to do when you 'can't get' the minimum
- Use the Guidelines for Commitment: make sure they are specific, realistic, and measurable
Single Sales Objective
- Learn the most common error in setting objectives
- Identify Single Sales Objectives that are measurable and tangible
- Hear examples of 'fuzzy' and sharply defined SSOs
Valid Business Reason
- Establish a business reason for each call
- Develop the criteria you must have for an effective VBR
Credibility
Miller Heiman Strategic Selling Blue Sheets Review
- Hear why credibility is key to getting started in every call
- Learn the three types of credibility: earned, transferred, and established by reputation
- Understand why you should test your credibility on every call
Getting Information
- Recognize what information is missing and who is the best person to ask
- Leverage questioning as a process to confirm and uncover information
- Explore the five question types: Confirmation, New Information, Attitude, Commitment, and Basic Issues
Superb Communication
- Maximize the understanding between yourself and the customer
- Compare the effects of 'Question Shock' and Golden Silence
- Discover the proven benefits of Golden Silence
Giving Information
- See why differentiation is imperative to buying decisions
- Understand the importance of leveraging your unique strengths to differentiate your company, product or service
- Decipher the difference between unique strengths and features and benefits
- Use the acid tests for differentiation: 'So what?' and 'Prove it!'
Sales Call Approaches
- Compare traditional selling approaches and the joint venture
- Evaluate which works and which doesn't
- Utilize logic to get to win-win results with your customers
Getting Commitment
- Learn how each sales call ends on what the customer will do next
- Know when the customer is ready for action by understanding commitment signals
- Define why customers won't commit and overcome basic issues
Sales Call Plan
Miller Heiman Strategic Selling Blue Sheet Pdf
- Bring it all together and detail your action plan for your upcoming sales calls
- Use the Green Sheet checklist questions to build your strategy