MAJOR™ Sales Process: The MAJOR™ Audit Stage Part 1 & 2
What is the MAJOR™ Audit Stage? The MAJOR™ Audit Stage is the step where you meet with the prospect to review his current ways of doing things. You ask lots of relevant CLIENT™ questions in order to form the business case. The MAJOR™ Audit Stage is a meeting designed to do one thing; supply you with an interested and cooperative prospect to answer all the questions you need to know to sell them.
The Following Courses will be Covered in this ONSITE Session:
InterSelling™ is a process of keeping in touch with the prospect between meetings. Using email, phone, voicemail and letters, a logical chain of communication is kicked off at the end of one meeting and continues until just before the next meeting...read more
What is the MAJOR™ Audit Stage? The MAJOR™ Audit Stage is a meeting designed to do one thing; supply you with an interested and cooperative prospect to answer all the questions you need to know to sell them. It is a follow up to the First Meeting—the MAJOR™ Momentum Stage—and is usually an extended meeting, from one to four hours. The Audit is not about preparing a proposal for the prospect. This is very important. You are not preparing a proposal for the prospect, but conducting an analysis which will deliver a business case, which may include one or more options to proceed...read more
Your Audit document will be a formal document which you will use to guide the prospect through the Audit. This will help keep you on track as you conduct the Audit and limit distractions. Additionally, it will serve the important purpose of reaffirming to your prospect that this Audit is an authentic step in the process, not merely a poorly staged excuse to wrench sales information from him. Finally, the document will allow you to easily re-purpose or transition to creating a business case for the MAJOR™ Justify Stage...read more
"Score Selling has been beneficial by giving me a different perspective when making sales calls. Since we are in field of limited prospects it is good to speak in a manner that promotes what the client wants verses what we want. It really has been helpful in the prospecting side of the business."