Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by David H. Mattson & Brian W. Sullivan

Author:David H. Mattson & Brian W. Sullivan
Language: eng
Format: epub
Publisher: McGraw-Hill Education LLC
Published: 2016-02-18T16:00:00+00:00

Assume Nothing

When you refine the position, your team comes together to review, refresh, and update everything you know about this unique opportunity. Double check all your assumptions! If the business requirements or any other aspect of this opportunity have changed, the entire selling team needs to know.

Below, you’ll find 10 critical business requirements you will need to double check as part of the refine-the-position team discussion.

1. The problem or pain to be addressed

2. The fundamental aspects of the new capability that is needed

3. Who the users will be and how they will use the new capability

4. How this new capability will best address the problem and pain

5. The benefits that will result

6. When the new capability is needed

7. The dependencies that need to be understood

8. The risks in this initiative

9. What is in and out of scope of the initiative?

10. The key assumptions being made

These elements increase in importance as the relationship moves forward. You’ll learn more about each of them in Stage Six, Service Delivery.

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