Every business has to create opportunities. But, how do you do it? When your reps go out to visit prospects, do they understand what concerns them, or do they go in and pitch? Do they probe as to what the prospect needs to do to improve their business or even survive in today’s economy? What are their goals and aspirations? Do they have a clear idea of what they are? What would they find compelling and how would they want to receive that important information?
Using the popular Green Sheet tool, organizations gain a framework to view the sale from the customer’s perspective, build credibility, and create collaborative win-win solutions. Conceptual Selling® gives organizations a common process and language to intelligently pursue sales opportunities. This allows internal teams to improve collaboration on large deals and see more movement of opportunities through the sales cycle.
Securing Strategic Appointments helps provide organizations with a prospecting framework which leverages the best practices of top performers. Over time, successful frameworks can be compiled and stored to create a database of outbound call, marketing or email campaigns.