课程: B2B Sales Foundations

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Gaining conceptual agreement

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课程: B2B Sales Foundations

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Gaining conceptual agreement

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- Always make sure you have conceptual agreement. Conceptual agreement is just a fancy way of saying that the prospect has told you that if you provide a contract that outlines what the two of you have discussed within the price range you have agreed to that they are ready to sign it. They don't need to bring anyone else into the conversation and nothing has changed since you qualified them. Ask them to be sure. Only then should you go through the effort of getting all the details in place, terms, legalese and so on. Once you've qualified the buyer, have an open exploratory conversation to understand your prospect's objectives. Why did they agree to meet with you? What are they trying to accomplish and in what timeframe? What could success mean to their organization and to them personally? You want to get specific about what it is that they need. What is going to solve their whole problem? It might be a customized…

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