Relationship

Building

Building meaningful connection

Connect on a personal level

Active listening: Be present and understand whats being communicated

Empathy: Show you care

Deliver the meeting through conversation

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Business Conversation

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Understanding goals whilst

building credibility as a partner

Ability to uncover business goals; What challenges are they needing to solve and why now

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Discover how the prospect quantifies success

Understand the customers needs from the solution

Demonstrate how we have helped customers in similar positions

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Demo

Paint the picture of how your prospect will benefit from our solution

Why us positioning:

The prospect believes our USPs are ‘must haves’ for success

(Label key USPs here)

Match solution with customer goals

Discuss solution with enthusiasm

Demonstrate competitor knowledge and highlight differences

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Close

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Building path for buyers decision making process

Ability to uncover and address customer concerns

Ballpark pricing only if required

Understand timescales for decision and implementation

Understanding of prospects buying process; steps and team involved

Gaining commitment on next steps