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"You're in Sales. Get over it!"

- Tom Suddes

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Strategize Your Prospects

Now that you have IDENTIFIED and PRIORITIZED your best and most qualified prospects, it’s time to do some STRATEGY.

THE BIG IDEA: HOPE IS NOT A STRATEGY!

 

STRATEGY requires:

  • Time to do DISCOVERY
  • A high level STRATEGY of the RELATIONSHIP and
  • A STRATEGY for the VISIT itself

We’ve broken this down into three checklists:

  1. KNOWLEDGE BASE WORKSHEET
  2. PROSPECT STRATEGY CHECKLIST
  3. VISIT CHECKLIST

As a reminder, even very, very experienced airline pilots, with thousands and thousands of hours of flight time, ALWAYS go through their PRE-FIGHT CHECKLIST – This includes walking around the airplane just to make sure nothing is falling off!