Wanted to share this illustration of a customized sales process we did with a client. If you’ve been to a workshop you will recognize Predisposition > Present the Opportunity > Follow-up.
Though we originally made it for one client, we think it’s pretty near universal.
- Leads feed into a PREDISPOSITION STRATEGY.
- VISIT! Do Discovery and then Present the Opportunity … could be two visits or one but not more.
- The GOAL is a big deal to me … if we can get them to say, “Wow, this is great, what can I do to help?” … then it’s not about cultivation, time or a chess-like gambit. It’s about communicating the ‘how to help’… now/today.If they don’t say, “Wow!” … then we effectively JUST ASK around the goal … and get permission to talk about the funding plan on the next (second) visit.
- Follow-up – is a STRATEGY, not an ACTION ITEM.
Click on image to download a copy for your files.