The STRATEGIC framework is a sales methodology developed by RAIN Group for selling to senior executives. It emphasizes the importance of aligning your solution with the executive’s strategic priorities and building trust throughout the sales process. Here’s a breakdown of the acronym:
- Start with Why: Understand the executive’s motivations, goals, and challenges. What are their priorities, and how does your solution help them achieve them?
- Tailor the Solution: Don’t just offer a generic solution. Customize your proposal to address the executive’s needs and demonstrate a clear ROI.
- Reach the Right People: Identify and connect with all key decision-makers and influencers in the organization.
- Advance the Sale: Develop a clear plan for moving the sale forward, including milestones and timelines.
- Tell a Story: Use compelling narratives and case studies to illustrate the value of your solution.
- Engage with Insights: Provide valuable perspectives and insights that challenge the executive’s thinking and demonstrate your expertise.
- Gain Commitment: Secure buy-in from the executive and key stakeholders by addressing their concerns and building consensus.
- Inspire Action: Motivate the executive to take action and move forward with the deal.
- Close the Deal: Negotiate effectively and finalize the agreement to benefit both parties.
RAIN Group emphasizes that selling to senior executives requires a different approach than selling to other buyers. Executives are focused on strategic issues, have limited time, and are less interested in product features and more interested in business outcomes. The STRATEGIC framework helps sellers adapt their approach and engage with executive buyers effectively.
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