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COI Disclosures - Coggle Diagram
COI Disclosures
First Call
Discovery Call
Prep Checklist
Equipment (restart)
Research
Linkedin
Anything on Web? Individual/Company
Any Commonalities?
Company - Growing/Shrinking/Hiring?
SFDC Data (closed Lost)
Review History
Objective
Qualification
$
Approval
Interest
Timing
Whats the context?
Why Should They Care?
Their Reasons
What do they care about??
Their Job
Time is not on their side (putting this off is not the right strategy)
Things have changed (COI)
Others are ahead of them/thinking of this
Best Questions
Openers (5 minutes)
Critical Stats
How many conflicts in your org?
Rapport
Diagnose Pain/pleasure
Impact
What is the impact of not addressing this?
How much time do you have?
what is going to happen to you personally if this doesn't get fixed?
Closing
Reconnect this time next week?
It sounds like we have some homework, when would you like to regroup?
Best Case Study or Story
Before
Problem
No insight into Risks in their org
Action Taken
Outcome
The Board like understanding where the risks
Conversation Flow
Introduction
Background on how we got to know each other
Situation
What are they doing now/Why are we there
Problem
Know
Unknown
Opportunity
Why me?
Why now?
What is in it for them?
Close
Summarize
Justify Match
Time/Date of Next Meeting
3 Asks
3 Possible Next Meetings
Demo
Onsite
Get back with answers
Post Call Review
How did it match my expectiations
What Could I have done better?
What can I put into my pre-call plan to prevent bad things from happening
Rate Myself A,B,C
Was I prepared enough?
Technical Sale
Business Sale
Laws