Fit to my Business

Sales organisations often employ a structured approach to their selling process. Managers and sales people are trained and become familiar with this structure to help them to qualify, position, propose and negotiate.

There are some well known providers of methodologies which have become part of the sales landscape.

Siebel TAS® (Target Account Selling)

Huthwaite SPIN®

Miller Heiman Conceptual Selling®

These and other methodologies allow the sales organisation to manage accounts and are designed to help evaluate opportunities, fill the sales funnel and move opportunities through the funnel. They are effective in identifying the buying influences and remind the salespeople to deal with each of them. However, whether it is Miller Heiman's blue sheet, the TAS opportunity plan or the SPIN approach, each provides no tool to close the economic buyer and justify the economic impact of the solution being offered.

Shark provides the missing component that automates this. Shark complements all existing structured sales methodologies without the need for introducing and learning an entirely new process.

With economically justified sales proposals you can expect to see improved levels of business, reduced emphasis on discounts, better forecasting accuracy and sales people more likely to be elevated to the treasured "trusted advisor" status with customers.

• Shark completes the economic decision and justification part of your sales process
• Shark gives a consistent response for positioning economic benefits to your clients
• Shark provides the reasoning and terminology to address sales at all levels within your clients
• Shark is readily usable by the majority of sales people without taking too many valuable days off the road for "academic" financial training

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