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First Call (Clients view (Who are you?, How does it work?, What is the…
First Call
Clients view
Who are you?
How does it work?
What is the cost?
We need to think it over
Show us what you got
We know what we want and need
Who has the prettiest website/work of mouth
Mistakes/Traps
Stuck with one person
Show everything
They act like they know how to buy but never do
quote
Not next meeting
Product vs. Problem/Pain
Typically What we do
Who are we
what do we do
How others use it
How Much it costs
Ask what they think
What we should do
Build Curisoity
Build interest on the problem we solve
Build Urgency on the implication of not NOT doing it
Work off of when they would like to get the outcome
Get a commitment to a scheduled next step/communcation point
Prep
What stage are they at?
How are they solving the problem today?
Next meeting Scheduled
Lockouts and Rules
Outcome
Post
How ell did you predict the call?
What can you do next time to better prepare
Grade: A, B, C
Predict how the deal will evolve