After a conversation with a prospect, you’ve probably collected a great deal of data. How do you make the best of it?
First, confirm what the prospect needs and what needs to occur to make that solution possible. Second, what are the “bells and whistles” that can make your solution fun for your prospect? Third, what is their time-frame for action? Fourth, can they meet the commitment? Fifth, what is the emotional motivation to move forward?
When you’ve found these answers, you’ve nearly won the right to move forward in the sales process and begin to offer a tailored solution. Every sale is different and additional information may be warranted, yet this is critical information needed to proceed.
This information is critical to presenting and negotiating a successful sale.
"Information is a source of learning. But unless it is organized, processed, and available to the right people in a format for decision making, it is a burden, not a benefit."