Client / Prospect:       Key Opportunity

Date:       Plan (KOP)

SALES OBJECTIVE
Project / Services:       Est. Contract Value: $ Est: Close Date:      
     
SUMMARY OF CLIENT NEEDS 10

Strategic Needs: Strategic Needs. How

does this project satisfy
       critical business, political,
       or operational needs for
the client? What’s really
       driving the need for this
       project?

Technical Needs: Technical Needs. What

problems are we seeking
       to solve using our
       technical expertise? Are
there any special
       technical or design
       challenges?

BUYING INFLUENCES (& Key Personal Needs) 15

m
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n
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Type (of buying B = Boss U = User / Positioning (with each buying influence):
influence): G= Selector Positive = +1 to +5 Neutral (Not
Gatekeeper S= contacted) = 0 Problematic = -1 to -5
Supporter
Win-Results: How is the buying influence’s self-interest served by our offering / services?
Name:       Title:       Type:       Positioning:      
Win-Results:      
Name:       Title:       Type:       Positioning:      
Win-Results:      
Name:       Title:       Type:       Positioning:      
Win-Results:      
Name:       Title:       Type:       Positioning:      
Win-Results:      
Name:       Title:       Type:       Positioning:      
Win-Results:      
Name:       Title:       Type:       Positioning:      
Win-Results:      
Name:       Title:       Type:       Positioning:      
Win-Results:      
Name:       Title:       Type:       Positioning:      
Win-Results:      
Copyright © 2003, The Business Edge, (adapted from Miller & Heiman, Strategic Selling ,1987)
 CURRENT POSITION 15
m
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Overall Feeling: Winning Okay Not Sure Position vs. Competition: Exclusive Dominant
Concerned Losing Shared Trailing

Strengths / Differentiators: Red Flags / Weaknesses:

             
             
             
             
             
             
             
             
             

POSSIBLE ACTIONS (to leverage strengths, reduce uncertainties, neutralize red flags) 10
m
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             
             
             
             
             
             
             
             
             
             

BEST ACTION PLAN 10

m
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What? Who? When?
1.                  
Entrée (if applicable):      
2.                  
Entrée (if applicable):      
3.                  
Entrée (if applicable):      
4.                  
Entrée (if applicable):      
5.                  
Entrée (if applicable):      

Note: Continually update the KOP as actions are completed, new information is uncovered, or the situation
changes.