The guide presents 25 strategies and activities in terms of two critical selling factors:

• Relationships – how the customer perceives you as a supplier based on past experience and interactions
• Performance – what you as a supplier actually deliver to the customer

A diagnostic sales strategy matrix shows how much each strategy emphasizes both relationship and performance. A relationship performance index further classifies the strategies as highest, higher, moderate, lower, lowest.

Each strategy comes with an activity that clears up any question about how the strategy should be implemented. Each activity includes fully reproducible exhibits which can be used as exercises and handouts in training sessions.

Rather than a one-time training tool, 25 Sales Strategies and Activities is a useful and practical guide your employees will refer to over and over again. It’s packed with a wealth of insight, tips and guidance for motivating sales people to: 

• Know the customer
• Create buying habits
• Adapt to change
• Empower customers
• Create the need
• Sell the sizzle
• Understand the customer’s perspective
• Sell service
• And much more