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Problem/Opportunity Matrix
Your Problem/Opportunity Matrix helps you identify the problems that you can solve for a prospect. This is a Sales PlayBook tool that contains the best practices for identifying the things that your prospects and clients care about the most.
The Problem/Opportunity Matrix is first discussed and drafted in the in person CFS Intensive Sales Trainings. We discuss why and how it should be used by your salespeople, and we conduct role-practice exercises that demonstrate the power of this tool. It becomes an integral part of running an effective sales interview, and is continuously updated by you and your sales team.
The Problem/Opportunity Matrix contains the best questions to ask prospects and clients to expose specific problems and concerns, as well as providing a guide for positioning your specific solutions. It also helps your salespeople choose which specific third party stories to tell to their prospects that demonstrate the success of your solution for other firms in their industry.
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