up questions for more information. The answers max gives might reveal some of the challenges he’s facing. Now you can tailor your guidance to address those pain points.
Confirm next steps. Hearing about how your solution could help alleviate some of his pain points and support him as a leader, max is excited to get the ball rolling. He feels comfortable making the introduction to his manager. You end the call by scheduling a demo with max and his manager.
Step 2: ask, listen, and learn
have your next meeting with max. Continue to follow up with him. Once you’ve built trust, ask for introductions to other members of his team. Through all of your interactions with max, stick with the consultative sales tenets of asking high-impact questions, then stopping to listen actively to the answers. This way, you can uncover key pain points and find out what they value before you propose a solution.
Step 3: create a tailored proposal
write a personalized proposal for awesome outfits that uses the information you gathered to show differentiated value. It should include thoughtful recommendations that address the points max made, and clearly illustrate how your services address his stated objectives. You can tailor the proposal by repeating ideas you’ve heard from max and his teammates for example, if max refers to his outdated call center as “using 1980s tech,” find a way to utilize those words in the proposal. This will make the proposal more relatable and show you’ve been listening carefully.