If you are using a SOE (Sequence of Events) with your prospects and accounts that have projects being evaluated, where are you in the completion of the outstanding items left prior to the Pre-Decision Review Meeting?

Are there any steps in the SOE that may be able to be accelerated upon mutual agreement between the prospect and you?

Would accelerating these steps create a situation of getting out of personal alignment with the prospect?

If not, consider meeting with your prospects to review the current SOE and potentially accelerating completion dates.

If you do not have SOE's in place with existing clients, consider meeting with them to mutually determine what remaining steps need to be accomplished prior to their decision. Then aggressively manage the SOE to its completion.

If a written value or cost justification hasn't been accomplished yet with evaluating prospects or accounts, is it possible to hold a meeting(s) to discuss and document VALUE soon (within a week or so)?

If meeting(s) can be scheduled, go prepared to discuss the current operating environment of your client (Use an SDP..Solution Development Prompter) and what the value would be if appropriate USAGE SCENARIOS or POTENTIAL CAPABILITIES were available.

Clients tell us that the recognition of VALUE in doing something creates urgency to action. We have seen Sequences of Events accelerated dramatically once a client/prospect becomes convinced they can achieve significant value by taking appropriate ACTION.

IF THERE IS a written cost or value justification, consider reminding the client of that value and discuss how steps may be accelerated to more quickly help them achieve their goals.

Is it possible that you should take a second look at where you are spending your time these last two months of the calendar year?

Now is the time to review or plan for January 1, 2007!

Analyze your territory or named accounts to determine where you will take proactive steps to gain access to key players and get decision cycles started

Prepare a success plan which details the What, Who, Where, When, and HOW's needed to ensure you achieve and exceed your goals for 2007. IF YOU WOULD LIKE TO RECEIVE A TEMPLATED SUCCESS PLAN, PLEASE CONTACT ME!

Review your companies products and services offerings. Determine if there are new potential capabilities that can be incorporated into your Solution Development steps with prospects and existing clients. If so, then expand your SDP's to include those new capabilities. Along with that, determine with internal experts or with trusted clients what the value of those capabilities could be.

I will be sending monthly "From the desk of Dan Lemke" in the future. My objective is to provide you with current information regarding the use of CustomerCentric SellingŪ strategies, tactics, and tips that I hope you find useful in your sales and marketing operations.

Have a very successful end of the year!!

Good Selling,

Dan Lemke
A Licensed Affiliate of
CustomerCentric SystemsŪ

Post Script - check out the CCS blog ----->