| DEI #1 | DEI #2 | DEI #3 |
|---|---|---|
|
1st third - We’ll get no matter what. 2nd third - We’ll lose no matter what. 3rd third - It’s up for grabs.
Explain the 1/3 rule.
|
The status quo.
What is our biggest competition?
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Marketing – Getting the phone to ring. Sales – Actually engaging the prospect. (Guiding them through the sales pipeline.)
What is the difference between sales and marketing?
|
|
A signed contract and a move in date.
What is required to place a prospect into the 90% column?
|
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Feature Dumping.
What is a common practice you want to avoid during the Discovery process?
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1. Our Community is a “Fit” 2. We know the Decision Makers. 3. The Financial Situation Works 4. The Timeline meets the Sales Cycle
Name the four elements required to place a prospect in the 50% category?
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