Sales Process Step 11: Research
prospect's selling environment to
determine how you can help competitively advantage them in their market
How do they sell their products/services?
What can your products and
services add to theirs that will give them some unique capabilities? Talk
with their sales and marketing people if you can impact their ability to
If you can help competitively advantage
the prospect, then you need to talk
with the sales and marketing people to project impact. Provide them with
sample Feature, Advantage and Benefits scripts they can use with their
prospects. Show them how to get quantified value from their prospects when
your products and services are used as a part of theirs.
And, as always, let us know how we can help you achieve your goals.
Thanks for your feedback.
Sales Process Analyst Team
Dr. Bob DeGroot