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TYPICAL CLIENT BENEFITS – AIM Sales Training |
You and your sales organization should expect to gain the following:
- A greatly improved ability to influence the decision of a complex organization
- A clear understanding of how the decision making process works in a complex organization
- The ability to determine where the customer is in that process
- A clear understanding of who is involved in what part of any decision and how they are involved
- A clear understanding of who to talk to in the customer organization, what to talk to them about and when to talk to them
- A clear understanding of where your company is positioned prior to a bid effort and where you can expect to be positioned after actively influencing the decision
- Dramatically improved bid / no bid decisions
- A clear process for determining and implementing a strategy to obtain the order
- A greatly improved ability to communicate within your organization the strategy and status of a given sales effort
- Reduced overhead expenditures on contract efforts that have a lower likelihood of success.
- Improved closure rate of contracts pursued in a competitive situation
- An increased number of negotiated bids, which reduces the chances of losing the award, decreases the amount of resources expended to achieve the award and typically increases profitability of the project
- An ability to effectively prevent negotiated contracts from returning to the open market
- An understanding of the fundamentals necessary to proceed into advanced agreement concepts with your customers
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