Nick walks through a visit with a foundation and demonstrates how build Leadership Consensus to validate the plan. Set Up...
Tom walks through a visit with a prospect that has previously been engaged with the organization but has been disconnected...
Nick demonstrates a visit with a prospect when under a 15 minute time constraint. Visit Debrief Key Learning...
The prospect has a very strong relationship with the college, and Tom does a triple ask the very first time...
Nick explains the Clueless Close for when you are unsure of the prospect’s capacity. Key Learning Points: If you are...
Tom demonstrates the Napkin Close with a high capacity prospect that is already invested in the organization. Key Learning Points:...
The Discovery Close can be used when you have not been able to qualify the prospect’s interests or capacity. Key...
Nick shares the three universal keys to success for every visit. Summary: There are three universal keys to success on...
Nick presents the visit flow centered around the framework of sharing the story and presenting the opportunity. Summary: The flow...
Nick introduces how to present the opportunity and have a conversation with someone over the phone or in person during...
Follow-up is a crucial part of engaging with a prospect that begins before a visit and is implemented during and...
Nick provides the solution to the question – ‘What if the prospect wasn’t expecting an ask?’ Summary: What if you...
