Have you read Strategic Selling by Miller Heiman? This book and process helps you understand complex sales and how to gauge your position in an account. By using red flags for everything that you don’t know, you can gain insight on how to move your company into a better position in a given opportunity. Whether you use Strategic Selling or some other method, make sure you are honest with yourself about your position. Here are a few questions to answer…
1) Have you identified all of the influencers?
2) What do each of the influencers think of your solution?
3) Which influencer favors your competition?
4) Have you provided information that is appearing in the scope?
Important– As you start to analyze your position, be honest about the holes, otherwise you will probably fall into one. Don’t ignore anything that is a potential negative. If you are honest with yourself, you will be much more capable of adjusting your approach or deciding whether you should even bid at all.
Personal “bests” include booking $11.8 Million in new private and government business in 18 months (from cold calls) and managing sales representatives to close ratios of 85% (in cell phone sales).