Page 8 - Powerhouse Partnership 16-12-2021

STEP 3: QUALIFYING PREPARATION FOR A QUALIFICATION MEETING
■ Have you discussed the agenda with the client and what in particular they want to discuss?
■ Do you know who will attend from the client’s side?
■ If more than one of you is attending, have you agreed roles?
■ Have you thoroughly researched the company and the individuals?
■ What are the 3 - 4 thought provoking questions you will ask?
■ What client examples have you prepared that will be relevant?
■ Do you have a “point of view” to share about their industry/business?
■ Have you set a few critical objectives for the meeting; what will be the next step?
8 APPLYING THE SALES FRAMEWORK