Based upon your Business Goals, how are you creating and utilizing your one-page overviews? How familiar is your target market with the industry language and jargon throughout your handouts? When and how are you sharing these during your prospecting, marketing, buying, selling, and commitment process?
During my Discovering Wants and Needs meetings, I use the STAR Model. After I learn about my prospect’s target market, goals, marketing, and sales process, how they are investing their time, priorities, etc., I continue the conversation utilizing the STAR Model to chat about WHY I do, WHAT I do and HOW I do it based upon what they have shared with me.
This often leads them to ask me, “What are the next steps?”, “What do you recommend?”, “How can you help me?”, “When can we get started?”. I then use my consultative process to create a Scope of Work to Make Recommendations and Gain Commitment with a customized Success Process.
Be sure to include your Competitive Edge, problems you solve . . . value you bring . . . why do business with you? People buy outcomes and results, rather than products and services. What’s In It For ME (WIIFM)?
Purpose > Planning > Prioritizing > People > Processes > Productivity > Profits