Selling Strategies That Work

do you have a critical deal you absolutely, positively have to win?

Consider Dave's Critical Sales Deal Intervention...

No one likes to lose, but often a lost sale during a critical time or with a critical customer or client can mean the difference between your company making their numbers for the quarter or even the year.

As a result of increased competitive and buying pressures, even the most seasoned sales teams, managers and executives occasionally need an objective assessment of their progress in a sales campaign and an expert view of what it will take to win it, if it can be won.

For many years The Stein Advantage, Inc. coached clients on their critical sales opportunities.  Our success rate is high--well over 85%.  And there are times that our objective assessment of an opportunity exposes the harsh truth:  You've already lost the deal, but the customer is keeping you in there for bargaining purposes.

Purpose

To provide an objective, accurate assessment of a critical sales opportunity, followed by a detailed plan of how to secure that business.

Targeted for this service are companies that are:

• Facing a tough challenge in a critical sales opportunity;

• In danger of losing an existing customer to a competitor;

• Selling their product or service to another business;

• Fighting commoditization by their customer, who wants to make a decision based upon price;

• Forced to heavily discount to stay competitive;

• Unable to get access to the customer's C-levels;

• Not in a position of controlling any aspect of the evaluation or decision process;

• Using an existing standard sales methodology (Holden, Siebel, Miller-Heiman, Solution Selling, etc.), their own, or none at all.

Value

An impartial, expert assessment of your approach on the opportunity.  If the deal is still winnable, we will provide, in active collaboration with your team, a strong, competitive strategic sales plan that will dramatically improve your chances of winning. 

As a by-product of this process your team will be provided with new  strategies, tactics and approaches for winning business against tough competition during these difficult, challenging times.

Methodology

Discovery:

• The Stein Advantage, Inc. executes your non-disclosure agreement;

• The account owner (person responsible for winning the opportunity) will forward any existing account planning and other pertinent information to the Stein Advantage;

• By phone, we will interview the account owner and selected team members, especially sales management;

• During that call, we will requalify the opportunity to decide if the it is winnable;

• If the opportunity is viable, we will immediately schedule a live 6-hour session with the entire virtual sales team

During the extremely intensive, live 6-hour planning session, we will (1) re-assess the opportunity, (2) confirm or reconstruct a new sales goal/objective , (3) confirm the existing strategy or devise a new one, and (4) formulate specific events, tactics and tasks that will support the strategy and drive the sales team toward a win.

Follow-up: 

A one-hour follow-up telephone call will be scheduled for between one and 21 days after the planning session, depending on the urgency of the situation.

To receive a phone call from the Stein Advantage, Inc.

regarding this service, please complete all fields in this form:

FAQs

Q: Would you summarize this service?

A: The Stein Advantage, Inc., qualifies a critical business opportunity that your company has to win.  If the deal is still winnable, we will provide on-site consulting with your team to construct a winning sales plan.  We call it an intervention because even the best sales teams can get into a rut and require a powerful external force to get them refocused on what it takes to win. 

Q: What are the symptoms that would indicate I need such a service?

A: You feel you are losing, or not certain you are winning a critical deal that will "make" your quarter or year.  Perhaps you are in danger of losing a key customer.  In some cases we are engaged when a client just can't seem to win against a specific competitor. Or, maybe you don't have a sales plan and don't know exactly what you have to do to construct one.

Q: What are the deliverables from The Stein Advantage, Inc.?

A: We will provide you with a brief, written assessment of the opportunity after we have interview the account owner and sales executive.  A comprehensive sales plan will be the result of the 6-hour on-site planning session.

Q: I'm a sales executive. Won't hiring you to do this make me look bad to my boss and my sales people.

A: Actually, just the opposite.  In our experience, you'll likely be viewed in a positive light for having brought us in. 

There are times that every business needs an outside expert to assist them in overcoming a challenge.  We are not interested in doing anything but coaching you and your team to win the business. We will evaluate you, your team or anything else, other than the opportunity itself.  We are quite proud of our long, successful track record of helping sales managers and executives over the years.

Q: Is $5000 (or $6500) the total fee?  No extras?

A: That's the total fee for the service described. The only additional cost is for Dave Stein's normal travel and living expenses to and from your location.  

If additional sessions or phone conferences are requested by you, those can be contracted for separately.

Q: What if I am already using one of the common sales methodologies?

A: It makes no difference.  We have worked with clients who have used Miller-Heiman, Holden, Target/Siebel, the Complex Sale, Tony Parinello's VITO, SPIN Selling, Solution Selling and many more.  We will not attempt to push you away from your current methodology, but rather work within its conventions.  

Q: What if we are small and have no sales people?  Our executives do the selling.

A: This is an ideal situation!  We have done a lot of work with owner/CEOs of smaller companies and helped them win large deals against very formidable competition..

Q: Do I have to provide you with proprietary information?

A: Yes. We cannot accept the assignment without full disclosure on your part. We insist on signing a legally binding non-disclosure agreement, so that you can be comfortable providing us with the information we need do to the job properly.

Q: What are the payment terms?

A: Two-thirds of the fee is due upon execution of the agreement and the balance is due before the on-site planning session.

Q: What if, during your discovery process, you decide we have already lost the deal.  That it's unwinnable.

A: We will immediately remit the unused portion of the fee deposit back to you.  Your maximum exposure would be $1000, depending on the time we have invested in the discovery process.

Q: Will you guarantee that we win the deal?

A: No.  We can only guarantee that the quality of Dave Stein's work will be equal to or better than any other prior or current consulting engagement.

Although we are certain that the sales plan we will develop with your team will be of the highest quality and offer you the most likelihood of winning, we cannot control how you people execute the plan and therefore cannot guarantee the results.  Remember, even if the deal is lost, your team will have participated in a proven, structured and highly effective planning process, which they can continue to use with other opportunities.  

Q: What if I have more than one critical opportunity?

A: We're not surprised. Give us a call and we can discuss how best to approach more than one deal.

Q: Will you work with our competitors?

A: Once we have been engaged to work with you, we will not perform this service on any opportunity for a company against whom you are competing for a period of one year.

Q: I want to get started right away.  What do I do?

A: Call us at +1 (508) 696-4905 or complete the form below and we will contact you.

To receive a phone call from the Stein Advantage, Inc.

regarding this service, please complete all fields in this form:

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