*(Nor is it ‘stratergy’) Take the time necessary to do the required DISCOVERY (aka, research, knowledge base, etc.) Do a high-level STRATEGY of the RELATIONSHIP and the PRESENTATION (VISIT) itself.
We’ve broken down this STRATEGY component into three areas:
As my mentor Frank Sullivan reminded me so many times… even very, very experienced airline pilots, with thousands and thousands of hours of flight time, ALWAYS go through their ‘PRE-FIGHT CHECKLIST’!!! This even includes walking around the airplane just to make sure nothing is falling off!
Here are the templates (frameworks) for each of these 3 areas…
Feel free to adjust, edit, improve or customize. However, I would urge you to utilize these 3 CHECKLISTS for every one of your top prospects!!!