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KA Value Based Selling

Best Practice Component: KA Value Based Selling

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Best Practice Topic

Note: This sheet is completed automatically from your input to the individual capability sheets.

My Score

(0 - 3)

Can I show tangible evidence?

Best Practice Topic

Note: This sheet is completed automatically from your input to the individual capability sheets.

1

Preparation

I know how to prepare for the sales meeting (I can summarise the meeting objective, the KA's meeting objective, the information and questions I will ask, questions I expect to be asked by whom and my planned meeting agenda).

My Score

(0 - 3)

Can I show tangible evidence?

2

Start The Sales Meeting

I know how to establish initial rapport, agree the meeting plan and introduce the meeting (I can summarise how I will create rapport, agree the outcome and agenda and the main issues).

My Score

(0 - 3)

Can I show tangible evidence?

3

Questioning Technique

I understand questioning technique and can select the right questions to identify how the KA sees and measures value (I can describe how to use questions, what types of questions to use when and present my questions plan for the next meeting).

My Score

(0 - 3)

Can I show tangible evidence?

4

Summarise The Situation

I know how to summarise the KA situation to identify the KA value requirements before the sales presentation (I can show how I summarise the situation to define the specific KA value requirements).

My Score

(0 - 3)

Can I show tangible evidence?

5

The Selling Presentation

I know the structure and main steps for the sales presentation which demonstrates our 'right to win' and how we will deliver the required KA value (I can show my most recent sales presentation which identifies and demonstrates value ).

My Score

(0 - 3)

Can I show tangible evidence?

6

Sales Tools

I have identified the most useful sales tools and supports to use in the sales presentation and I can use them effectively (I can explain and show how I use the relevant sales support tools).

My Score

(0 - 3)

Can I show tangible evidence?

7

Dealing With Questions

I know how to answer KA questions and know how to identify and deal with false questions  (I can explain how to deal with questions and how I identify and deal with false questions).

My Score

(0 - 3)

Can I show tangible evidence?

8

Dealing With Objections

I know how to deal with objections (I can explain how I deal with objections).

My Score

(0 - 3)

Can I show tangible evidence?

9

Closing & Agreeing The Next Step

I know how and when to close in order to ask for agreement to the next stage - I confirm the agreement before the meeting ends (I can explain how and when to close to get the next step agreed).

My Score

(0 - 3)

Can I show tangible evidence?

10

Meeting Follow Up & Administration

I know how to follow up the meeting with the KA and with my colleagues and I complete the relevant records update (I can show the communication and records of my most recent sales meeting - no less than one month ago).

My Score

(0 - 3)

Can I show tangible evidence?

Total

0

Total percentage (%)

0%
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