Miller Heiman Strategic Selling Blue Sheet

Miller Heiman Strategic Selling teaches how a sales force can use established and advantageous methods, both in the planning and execution of meetings with clients. Extensive planning for important sales meetings is imperative; a blue sheet will give preparation the structure it needs. The Blue Sheet was designed to assist you in managing your opportunities for single sales objectives. It continues the Miller Heiman Group TM philosophy of interaction with thinking as an easy to use, intuitive user interface, while linking to your organizations' customer relationship/sales force automation contact management system. Real time data interchange. Miller Heiman Strategic Selling Part 1: Introduction and Strategy & Tactics - Duration: 14:02. Strategic Salesperson 20,225 views. USMLE Step 2 CS - blue sheet for any pain case.

White Gold Partner – Jitesh Kothari

We came across an interesting fact about salt a few weeks ago – the ancient Mayans referred to salt as White Gold. Salt, essential to human existence was scarce in the tropical forests of South America, where the Classic Maya civilization thrived. Salt had to be imported and was an expensive commodity, often accessible only to the politically powerful.

@Business SALT, White Gold is the term we use for our cherished and ‘essential’ partners across India.

Jitesh Kothari our White Gold partner and consultant based in Mumbai has been a practising Miller Heiman certified Sales Professional for a while, and has also been certified as a facilitator for all major Miller Heiman programs. He has successfully conducted workshops for Sartorius, Unilever and AkzoNobel, to name a few recent clients. ,

Jitesh took his facilitation skills to the next level by delivering his first successful public workshop last week. Participants at the workshop were from the Manufacturing, IT Services Outsourcing and Food industries. Their smiling faces and excellent feedback are acknowledgement of his delivery and subject expertise.

With the attainment of this important milestone, Jitesh is ready to take on the new year with zest and confidence.

A big shout out to Jitesh from the Business SALT team – Way to Go!! And here’s to many more!

Click for Home Sheet

Strategic Selling Strategic AnalysisLast Updated

Date Salesperson Account/Prospect

Current Volume

Total Potential Volume

SINGLE SALES OBJECTIVEProduct/Service

Sales Revenue/Units Close Date

BUYING INFLUENCES INVOLVEDName, Title, Location

Role

Degree of Influence

SUMMARY OF MY POSITION TODAYSTRENGTHS

RED FLAGS

Competition Type Buying From Someone Else Using Budget for Something Else Using Internal Resources Doing Nothing My Position vs. Competition Only Alternative Front Runner Shared Zero Place in Sales Funnel Universe Above In Best Few Timing for Priorities Urgent Active Work it in Later Ratings and Match +5 +4 +3 +2 +1 -1 -2 -3 -4 -5

Adequacy of Current Position Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear Panic Degree of Influence H M L Mode G T EK OC

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)

COMPETITIONCompetition Type Specify Competitor(s) My Position vs. Competition Place in Sales Funnel Timing for Priorities

Mode

A short statement of the personal Win that a Buying Influence attains when important measurable business Results are delivered.

BUYING INFLUENCE'S KEY WIN-RESULTS

A good sales strategy leverages Strengths and reduces or eliminates Red Flags.

POSSIBLE ACTIONS

hould only use this sheet if you have been r Heiman Strategic Selling.

Red Flags Strengths

Uncovered Base, New Players/Reorganization

Areas of differentiation; Opportunities to imp Worry

F CURRENT POSITION (Enter in cell to the right)

COMPETITION

IDEAL CUSTOMER CRITERIA1.

Click here to go to Competition Analysis Sheet 2. 3.

4. 5.

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

HOW WELL IS BASE COVERED?

Rating (-5 to +5)

Evidence to support your Rating

SSIBLE ACTIONS

BEST ACTION PLANWhat

s strategy leverages Strengths ces or eliminates Red Flags.

Information Needed

overed Base, New Players/Reorganization, Uncertainty/Lack of Data

s of differentiation; Opportunities to improve your position Worry

RITERIA

Match to Criteria (-5 to +5)

our base is covered with each Buying Influence for this sales objective. Drag and drop Red Flags & Strengths from above.

HOW WELL IS BASE COVERED?

to support your Rating

BEST ACTION PLANWho When

reserved. (US.Blue Sheet.0601_v.2)

From Whom

MHI Strategic Selling Reinforcement Software

HI Strategic Selling Reinforcement Software, v3.0

COMMUNICATION NOTESDate

MMUNICATION NOTESNote(s)

Add Competitor Table Competitor Website link 1 2 3 4 5 6 7 1 2 3 4 5 6 7

Strengths

Weaknesses