Glossaire
Compass - Le seul glossaire de vente dont vous avez besoin
Strategic selling is a systematic and proactive approach to the sales process that focuses on understanding and addressing the unique needs and challenges of customers.
This methodology involves aligning sales strategies with the broader goals and priorities of both the customer and the selling organization.
Strategic selling goes beyond transactional interactions, emphasizing long-term relationships, value creation, and collaborative problem-solving.
Strategic selling is an approach to sales that emphasizes a deep understanding of the customer's needs, aligning solutions with those needs, and building long-term relationships to achieve mutual success.
Key components of a strategic selling process:
Strategic selling focuses on aligning a sales approach with the structure of complex B2B deals involving multiple decision-makers.
It emphasizes identifying key players, understanding their roles, and developing win-win strategies that resonate with the buyer’s business goals.
The strategic selling technique is commonly used to navigate high-stakes sales environments with long cycles.
In contrast, conceptual selling centers on understanding the buyer's concept of a solution rather than just pitching a product.
It aims to uncover the customer's needs, perceptions, and desired outcomes through consultative dialogue, ensuring the sales proposal matches the buyer’s vision.
Strategic selling matters because:
Using a strategic selling technique equips reps to handle objections, secure stakeholder buy-in, and close large, high-stakes deals effectively.
Strategic selling works by using a structured process to:
This approach ensures reps stay organized and focused throughout the sales journey.
In the strategic selling technique, selling time refers to activities that directly influence the buyer’s decision.
It includes:
It excludes:
To strategically sell, reps need to follow a systematic approach that aligns with the buyer's goals and decision-making structure. Steps to sell strategically:
Strategic selling is all about planning, influence, and delivering value that resonates with the buyer’s business needs.
.svg)
