I’m a big believer in preparation, so whenever I can, I create a sales plan with my prospect. The sales plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product.
Why You Should Create a Sales Plan
Setting up a formal sales plan makes sure you and your prospect -- and anyone else associated with the purchase decision -- are on the same page. It also makes the sales process more manageable for a prospect who’s never gone through a major purchase decision before by taking ... Read More