SALES CONVERSATION PREPARATION TOOLS

Sales conversation preparation tools are used to plan for your conversation with buyers, to guide you during your conversation, and to follow up afterward.

First we’ll look at two extremely useful low-tech tools, the Quick Prep Tool™ and the Tribal Types Tool™.

Quick Prep Tool

As English logician and novelist Lewis Carroll said, “If you don’t know where you are going, any road will get you there.” Fortunately you do know where you are going when you use the two-page Quick Prep Tool, shown in Figures 12–1 and 12–2—you are going into a productive conversation with your buyers.

Figure 12–1 WIIFT Quick Prep™ 191

Figure 12–2 Quick Research™

Whether you believe preparation is a good idea or that it’s just ...

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