Last Updated Jun 29, 2011 2:14 PM EDT
Prior to Each Sales Call:
- You have adequate knowledge of the prospect's firm.
- You have adequate knowledge of the prospect's industry.
- You have have adequate knowledge of the prospect's customers.
- You are on time and ready to go.
- You are wearing clothing appropriate for this prospect.
- You explained the purpose of the meeting.
- You did something to develop trust and rapport early in the process.
- You asked for permission to ask questions.
- You asked for permission to record the answers.
- You asked questions in a conversation, non-confrontational way.
- Your questions uncovered real wants and needs.
- You guided the discussion to the prospect's problems.
- If appropriate, you identified solutions that the customer might consider.
- You now have a fuller understanding of the customer's objectives.
- You now have a fuller understanding of the benefits that the customer desires.
- If appropriate, you presented an effective solution.
- If appropriate, you presented the price with confidence.
- If appropriate, you provided third-party testimony and social proof.
- If appropriate, you offered the prospect the opportunity to talk with satisfied customers.
- You established movement to the next step of the sales process.
- You asked the prospect to commit to that next step.
READERS: Let me know how this tool works for you.