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.
Reading: The MAJOR Audit Stage!
Chapters 2-3, 5-9
Make It Yours! Exercises
Asset. Get An Audit
Asset. Your N2K List
Asset. CLIENT Qualifying: Audit
Asset. Craft an Audit Agenda
Asset. CLIENT Meeting Plan
Asset. Objections in the Audit
"I believe Score Selling has allowed me to look at sales from outside the "box". Most of my sales training (before Score Selling) has been geared primarily toward the old way of doing things. This has not been a bad thing, however, Score Selling has allowed me to concentrate my pitch toward offering the prospect a solution to their problems versus a list of the services (value added or otherwise) we have to offer. I truly believe most prospects goal is to obtain solutions to their problem."