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The MAJOR Justify Stage Part 1

The MAJOR Justify Stage Part 1


The Justify Stage allows for mutual qualification.  The prospect wants to know things like you understand their problem; you are capable of solving their problem and can demonstrate that empathy as an expert who is capable of solving the problem.  For your part, you want to ensure you are not caught up in wasted time writing proposals for a prospect who is not really interested; you want to be sure all your sales issues receive the proper attention, including that there is budget for the solution, the incumbent is not an automatic choice and why and that the prospect is ultimately trustworthy.
Reading: The MAJOR Justify Stage!
Chapters 1-3
Make It Yours! Exercises
Asset. The MAJOR Justify Stage   
Asset. Building a Business Case   
Asset. Components of Your Business Case   
Asset. Plan the Justify Meeting   
Asset. Craft an Agenda   
Duration
1-3 hours