Slow Down, Sell Faster!, 2nd Edition

MILESTONE #2

Accelerating Momentum with a Memo of Understanding (MOU)

Way to go! You just completed a successful initial meeting with a new prospect. Your prospect now has a clearer picture of the nature and extent of their Need and a more urgent desire to seek a solution. You have two challenges now, however. The first is inherent unreliability of memory (especially in this day and age when people have so much going on). The second is that the person you just met with cannot make this buying decision alone. So if you are to succeed (eventually) in making the sale, the person you met with must now go and sell other decision makers on the idea that an explicit Need exists that should be examined.

For both reasons, it pays to put down what you’ve ...