*(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:
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1. DISCOVERY
2. RELATIONSHIP
3. PRESENTATION
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!!!
