What is the main goal of a presentation?
- To provide value to the prospect
- To recap the exploratory call
- To work with the buyer on pricing
- To review what the potential buyer should know
- Here’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
- You should do all of the following activities during the identify phase of your inbound sales strategy EXCEPT: