Sales RaceHorses PIPELINESM
Hi. My name is Scott Trunkett, and I have developed a proprietary sales training program founded on the principle that, in order to be successful, salespeople must Understand, Create, Communicate, and Deliver Quantifiable Customer Value Every Day.
With this program, I help marketing and sales teams develop peak performing sales techniques and behaviors through the 8 primary components of this proprietary PIPELINE™ selling model summarized below.
Profiling
Defining the characteristics of your most profitable customers to enable customer targeting with pinpoint accuracy.
Investigating Target Customers
Locating, identifying, and understanding your targets to create relevant initial points of value and relevance.
Prospecting & Positioning
Getting the initial meeting: Establishing your relevant and unique economic value through cold calling, warm calling, voicemails, emails and other entry tactics. Preventing objections through competitve positioning, referrals, testimonials, and other differentiating strategies.
Exposing Points of Pain
Identifying opportunities by understanding your prospect's business conditions, probing for areas of dissatisfaction, and documenting buying processes. |
Limitations: Diagnosis & Definition
Pinpointing specific deal opportunities, identifying affected stakeholders, and aligning your sales strategy with the prospect's buying process.
Implications: Quantifying the Opportunity
Creating a compelling message of unique economic value through
convergent questioning, networking, and scenario analysis.
Needs Fulfillment
Collaborating with your prospect to define, formulate, rank, and prioritize multiple solution options to capture the value represented by the limitations identified during diagnosis.
Execution Planning
Closing, gaining commitment, and moving the deal forward through collaborative development of the specific and comprehensive solution delivery plan.
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