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Strategic Selling® Strategic Analysis
Date
Last Updated
Salesperson Account/Prospect Total Potential Volume
Current Volume
SINGLE SALES OBJECTIVE Product/Service
Sales Revenue/Units Close Date
BUYING INFLUENCES INVOLVED Name, Title, Location
Role
SUMMARY OF MY POSITION TODAY STRENGTHS
Degree of Influence
RED FLAGS
Competition Type
Adequacy of Current Position
Buying From Someone Else Using Budget for Something Else Using Internal Resources Doing Nothing
Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear Panic
My Position vs. Competition Only Alternative Front Runner Shared Zero
Degree of Influence Place in Sales Funnel H M L
Universe Above In Best Few
Mode
Timing for Priorities
G T EK OC
Urgent Active Work it in Later Ratings and Match +5 +4 +3 +2 +1 -1 -2 -3 -4 -5
This is the BLUE SHEET. You should only use this sheet if you have been trained in Miller Heiman Strategic Selling. ADEQUACY OF CURRENT POSITION (Enter in cell to the right)
COMPETITION Competition Type Specify Competitor(s) My Position vs. Competition Place in Sales Funnel Timing for Priorities
Mode
BUYING INFLUENCE'S KEY WIN-RESULTS
A short statement of the personal Win that a Buying Influence attains when important measurable business Results are delivered.
POSSIBLE ACTIONS
A good sales strategy leverages Strengths and reduces or eliminates Red Flags.
hould only use this sheet if you have been r Heiman Strategic Selling.
Red Flags
Uncovered Base, New Players/Reorganization
Strengths
Areas of differentiation; Opportunities to imp
F CURRENT POSITION (Enter in cell to the right)
COMPETITION
Worry
IDEAL CUSTOMER CRITERIA 1.
Click here to go to Competition Analysis Sheet 2. 3.
4. 5.
HOW WELL IS BASE COVERED?
UENCE'S KEY WIN-RESULTS
Buying Influence attains when important measurable business esults are delivered.
Rate how well your base is covered with each Buying Influence for Drag and drop Red Flags & Strengths from abov
Rating (-5 to +5)
Evidence to support your Rating
BEST ACTION PLAN
SSIBLE ACTIONS
s strategy leverages Strengths ces or eliminates Red Flags.
What
Information Needed
overed Base, New Players/Reorganization, Uncertainty/Lack of Data
s of differentiation; Opportunities to improve your position Worry
Match to Criteria (-5 to +5)
RITERIA
HOW WELL IS BASE COVERED?
our base is covered with each Buying Influence for this sales objective. Drag and drop Red Flags & Strengths from above.
