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• Why do you need a strategy?
• You have a prep meeting with your specialist/manager prior to a sales call. What do you review?

Account Overview

• What are the essential elements of the Account Overview?

Opportunity

• Short term and long term opportunities

Decision Process

• What is a compelling event? Why is it essential to understand?
• Personal vs. Corporate Needs? Direct and Indirect Influence Identifying The Corporate Spider Web Needs: SOAAP, FIP

Players

• Personal vs. Corporate Needs?
• Direct and Indirect Influence?
• What is the Corporate Spider Web?
• Personal vs. Corporate Needs: SOAAP, FIP

Competition

• Do you know your competitors by name, car, selling style?
• What are THEY doing right this second?
• What is the product hierarchy analysis? Why is it critical to the consultant?

Solution Differentiation

• What is the product hierarchy analysis? Why is it critical to the consultant?
• The key to buying decisions: Differentiation.
• What is a "Platinum Bullet" and how is it used?

Strategy

• What is a "Throw Away"?
• Your Manager asks: "What is your Strategy to Win?" Your response?
• What are the 7 major account strategies and when is each used?
• Under what circumstances do you deploy each strategy?

Tactics

• Tactics vs. Strategy vs. Relationships?