This checklist shows how to conduct a value based sales call and how to execute a challenger sales call. It starts with the credibility introduction or provocation and then leads into the business issue, problems, solution, value, power and plan. This is a checklist to help you gain credibility and effectively converse with any executive or at any level in a company.
This resource is password protected. The required password and instructions for download can be found here. Please note that this link will only work once you have joined the Alumni Group.