Winning Major Accounts

Memories from a conversation with an MD of a datacomms type operation just now, are fresh with talk of Selling methodologies.  These guys have an American corporate HQ that have got them to spend money on Miller-Heiman’s strategic selling.  Part of the output included the famous ‘blue sheet’, which of course no-one now uses.

As his frustration cleary grew, he was explaining what was crucial to focus on with big potential projects, and it ran something like this:

“The key to success is in closing out your actions.  The reason why you win a major client is you do what you say you’re going to.”

He then gave the example of uncovering say, 3 pieces of information the buyer believes critical to make them more comfortable, and you go fetch. 

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