I’m not out to change the world, your life, or your selling style. I do want to give you more chances to call higher in a prospect organization, and have meaningful conversations that will help you and the prospect, both ATL and BTL, make informed decisions.
Above the line and below the line thinking should not be hard to integrate into your current sales process. The biggest move is to manage by stage and manage expectations for both buyer and seller by stage. What do you want to do and get, stage by stage?
MAP YOUR STAGES
The first thing you need to do is map your stages. Somewhere between four and six stages would be great. If your sales process is pretty simple, four should ...