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Phase II: Prospecting
Best Days to Prospect – Daily Sales Ratio Calculator
Plug in your numbers and the sheet will show you over time by day of the week how many calls it takes to have a conversation, how many conversations it takes to get to a needs analysis, and how many needs analyses turn into demos.
Example VITO Messaging
Based on Anthony Parinello’s book, Selling to VITO, this doc breaks down the elements of a message that gets a Very Important Top Officer’s attention.
Example Playbook Call Script
Example Playbook Call Script
This is an actual (and redacted) document created for a specific client. It may prove useful in thinking about how you should prepare for a call, be ready to handle objections, and generally how to direct the conversation to a desired outcome and/or next steps.
Phase III: Reaching a Decision
Example Power Messaging
Sales Project Plan Template
Sales Project Plan Template
Confirming in writing Power’s critical business issues (CBIs) and the envisioned solution, along with the “Sales Project Plan” that concludes with a Decision.
Sales Project Plan Template
Sales Project Plan Template
Sales Project Plan Template
Document the buyer's decision-making process in terms of a Discovery, Proof of Concept, and Decision. Share it with your prospects as a way to gauge true interest, real power, and predictability for a decision.
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