Sales & Marketing Performance Center
Your resource for actionable advice, tools, events and whitepapers for tackling your sales or marketing challenges.
Uncomfortable presenting to Senior Executives?
We can help. Learn to tailor the way you sell to the way they make decisions, with Executive ImpactSM.
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Have buying decisions moved to a higher level in your customers' organization?
Match your presentation to how executives make decisions with Executive ImpactSM.
Find A Workshop Near YouBoost Your Close Rates with a Joint Venture Approach
As a sales professional, you have likely walked away from a lost sale wondering what went wrong. Your inability to understand why they didn't choose your solution may have led you to blame the price or assume that your competition had an unfair advantage. Miller Heiman developed a model that gets rid of the mystery and eliminates the blame game. With this system, you can make sure that you're always aware of your customer's challenge - giving you a competitive advantage and allowing you to accurately learn the reasons behind your clients' buying decisions.
In Miller Heiman's Conceptual Selling® program, we introduce the Joint Venture sales model. This model follows the buyers' natural decision-making process and guarantees a more effective sales call. In a joint venture sale, you start with understanding the buying influence's concept and focus on connecting it to your product, service or solution.
Download the entire tip to find out how the four-step process meant to ensure that each interaction results in a joint venture commitment.