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The MAJOR Audit Stage Part 1

The MAJOR Audit Stage Part 1


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   
Duration
1-3 hours


"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."

Barry M., Account Manager,
Credit Industry