12 Key Steps
- What is the prospect trying to achieve? – Deployment of skilled diagnostic questions
Can we improve their situation, and solve a problem?
Is your prospect convinced this is a priority problem?
Can your prospect find the money? (ROI required?)
Does everyone understand the decision making process?
Do I need more answers to recommend a solution?
Once I’ve really understood the prospect’s situation – what’s the best way of articulating my solution?
How will the prospect know my solution fulfills their success criteria?
Present recap of the solution and cost and ROI in a brief email.
Clarify prospect can find the money again
Prepare a proposal with impeccable detail, that articulates a solution the prospect recognizes, with no surprises.
Book calendar for “review of proposal meeting” and send the formal proposal with expectations on timetable.
- Probably require the prospect and/or the Sales Professional doing some homework after initial conversation
- What objectives are non negotiable?
- What has happened in the past?
This process works just as well for both inbound leads and prospecting outbound calls. It achieves a deep, rich, conversation with prospects and puts them at the top of the agenda not you!