THE STAR PROCESS Handout
- 1. THE STAR PROCESS©
Current Market Challenge:
Today’s highly sophisticated customers are looking for supplier partners to offer insights that will
improve their performance. Yet companies typically only teach product knowledge to their front
line teams, which make it impossible to graduate to “business partner” status with key accounts.
The STAR (Strategic Thinking Accelerating Results) Process© teaches the strategic thinking
skills required for reps to become partners to their best accounts.
The STAR Process© program is an advanced selling skills course designed to teach sales
professionals to think like business owners. Attendees will learn critical strategic thinking and
planning skills designed to elevate their customer strategies and become the business partner that
their customers desire. The STAR Process© teaches reps to become the “problem finder” who
offers insights and ideas that will help customers move their businesses forward. The STAR
Process© training is highly interactive and utilizes over 20 real world scenarios to reinforce the
Attendees of the STAR Process© training will learn the following:
A proven sales process that will lead sales reps to think and act like business owners, not
How to understand the current and emerging market trends willaffecttheir sales
strategies. Answers the question of “Why do I have to change?” for sales professionals.
Strategic thinking and planning skills required to elevate the relationship from supplier to
“partner” status with key accounts.
Tools to help sales reps remain relevant to customers in the face of new, non-traditional
competitors, changing demographics, and internal productivity teams.
How to understand what’s really important, at all levels, to customers.
How to define value in the customer’s terms, not product terms.
About Mark Matthews:
Mark Matthews created the initial version STAR Process© training in 1992 and to date has
trained over 1,700 sales professionals and managers on this process, generating millions of
dollars in new revenue. Mark is an accomplished business leader, successfully leading
businesses from green field start ups to billion dollar companies. Under his direction, his
teams have consistently come in ahead of budget and have outperformed the market.