How do you know if you can deliver on the customer’s requirements? Have you ever said, ‘yes, we can do that’, only to find out you can’t? What about managing opportunity costs?
Mike & Mike discuss the 3rd and 4th steps to the Catalyst Sale Process. Can you address the problem that the customer is attempting to solve? Is the customer the right client for your product, your service, your capabilities? Can the customer implement the solution? These are questions you should be able to answer before moving to proposal.
Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.
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