Pragmatic tools leveraging the RSVPselling™ framework for qualifying a deal and then managing risk across four key (RSVP) areas of Relationships, Strategy (politics and competitors), Value creation and Process alignment. This package of sales enablement tools provides an individual perpetual license to use regardless of employer or career change.
Tony worked with our sales organisation delivering training and was instrumental in us winning a contract in excess of $100 million. He is both inspirational and practical in providing clarity amidst the chaos of pursuing large complex enterprise opportunities.
Tailor for your own environment to address the four key RSVP areas of risk. Identify the customer’s ‘why change and why now’ motivation and why they see you as best value and lowest risk.
Tailor this tool for your own account management environment around the four key RSVP areas of risk for retention and growth.
Document the people who control and influence the buying decision. Identify their role within the power-base and their motivations and decision criteria.
Planning your meeting with a customer is essential. This template caters to understanding who we are meeting with, setting the agenda, planning questions and de-briefing after the call or meeting.
Create alignment with the buyer and seller processes and timing by creating a mutual success plan to de-risk the close and assure predictable joint success.
This tool package underpins RSVPselling™ a next generation selling methodology that using strategy as a way of thinking and delivering excellence in execution.