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Make Winning a HabitRather than address the R.A.D.A.R. process in detail, we will provide a summary here and an in-depth appendix at the end of the book. Because readers have asked for more detail on the T.E.A.M. process, we explore it in more depth here. We will then focus on best practices in coaching the process and increasing forecasting accuracy. R.A.D.A.R.б®: The Six PБЂ™s of Opportunity ManagementБЂ”Summary The R.A.D.A.R. process is used for managing complex sales evaluations by committees. It brings together the best ideas in consultative selling, competitive selling, political selling, and team selling. It focuses on selling strategic benefits to strategic buyers and technical benefits to technical buyers. This methodology allows salespeople to control the competition, politics, and the decision-making process to increase their chance of winning. Additionally, R.A.D.A.R. is a dynamic planning process to help you develop strategies and plans early in the sales process and revise them late in the process, when things turn emotional and political ...» |
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