Become a Doctor and Do a House Call

Often poor qualifying is the reason many sales fail. You need to act like a doctor and do a house call.

1. Discover.
   You set the stage for a compelling engagement and a continuing relationship based on trust and respect. You push beyond the traditional boundaries of prospecting to create a solid foundation on which to build a long-term, profitable relationship.

2. Diagnose.
   You maximise the customer's objective awareness of their dissatisfaction, whether or not that dissatisfaction supports your company's offerings. You assist the customer in understanding their situation and, as a result, reinforce your credibility by refusing to alter the customer's reality to fit your needs.
   
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3. Design.
   This is where you help the customer create and understand the solution. It is a collaborative and highly interactive effort to help the customer sort through their expectations and alternatives to arrive at the optimal solution.
   
4. Deliver. You begin with the preparation and presentation of a formal proposal, and the customer formally accepts your solution. Next is the implementation and support of the solution and the measurement and evaluation of results. Finally, the Deliver phase includes the maintenance and growth of the sales team's relationship with the customer

Colly Graham
salesxcellence

Sales Solution Workshop