Page 26 - BT-SS - BT Sales Skills Training

Benefits of ‘End Back Planning’:

• The focus is on delivering of their Measurable Business Outcomes (not selling

them something)

• It’s a joint plan, with joint ownership, and agreed critical steps on the path to

‘Success’

• No hard closing pressure put on the prospect

• You know when you will receive the order = forecast accuracy

• The customer understands the all the dependencies and the consequences of

delay

• Partnership