Breakthrough Selling^® is a sales planning process that enables sales account managers and/or sales teams to truly focus on customer needs and develop sales strategies to achieve significant or "breakthrough" sales objectives.

The seminar is highly interactive. Approximately 60-70% of the seminar is spent in actual team practice and application. Participants learn through facilitator instruction, group interaction, team assessments, listening to others’ experiences, and making commitments for growth. Each account manager/team is responsible for setting his/their breakthrough objective, which is used throughout the session. We focus on the customer’s strategies, strengths, needs, and requirements, and then explore the principles and techniques of planning for the breakthrough sale.

Objectives

1. Learn a clearly defined and effective method of customer assessment: strategy, objectives, priorities, decision roles, decision-making processes, and criteria critical to the sales objective

2. Provide a clear connection between strategic and tactical sales processes

3. Understand the integration of company and customer strategy

4. Define and design a strategic sales objective from both the company’s and customer’s views

5. Identify and define the different roles of the customer

6. Understand how different roles on the company team best interact with the decision roles of the customer

7. Analyze the decision process of the customer relative to the breakthrough sales objective and prioritize the decision criteria the customer uses to make a decision

8. Complete a comprehensive analysis that identifies the customer decision gap: the gap between positive and negative influences on the customer decision

9. Design a sales strategy that effectively closes the decision gap