Exit Coach Bill Black interviews Top Advisors for Tips, Ideas & Precautions for Business Owners who want to grow and protect their company value and plan for a successful Business Sale or Transfer. Listen daily so you can be well-planned!
Episodes
Sunday Mar 02, 2014
Sunday Mar 02, 2014
After initial interviews sales people want to prepare “solutions” for their prospective clients. The sales person heard clients’ articulate goals, concerns and possibly expectations for their next steps. What question do YOU ask in situations like this?
Does it sound like – “what presentation should I use? What other situations were similar so I can prepare a presentation? What should I concentrate on for my presentation? What financial model should I use?
Or, should you reflect – “what has prevented these people from solving this problem before? If I were the client selling our solution upstream to other decision makers/team members; what information would I require to accomplish my sale to someone else? Just remember, it is NOT about you.