THE ASSESSMENT
Perform a thorough assessment to discover the customer's need and "need behind their need," in efforts to provide a robust solution to c-level decision makers that helps them be more efficient.
The Assessment Overview Sales Training
Assessment Process & Sales Tools
How do I start the conversation?
- Ask the customer if there have there been any new changes since your first appointment meeting.
How do I perform the Sales Assessment?
- Meet with key users and decision makers to better understand the customers true needs and how they work with technology
- Ask upfront qualification questions to help justify cost later in your proposal
- Complete business implication questions to better understand ways we can help them be more efficient
- Gather past 6+ months of invoices to better understand the customers billing and hard costs they are paying every month to address predictable vs. unpredictable cost spending elements
How do I perform the Technical Assessment?
- Work with our Service Activation Team
- Complete the Discovery and then Request a Report from Collabrance
- Use the Assessment Checklist for insight to information not gathered through the N-Central Probe
- Install the N-Central Probe to gather critical information on the customer's infrastructure
- Walk through customer location(s) to better understand what the current environment looks like
What do I do after the assessment is complete?
- Schedule a proposal meeting invite to all attendees involved including decision makers
What's next after assessment is complete?
After the Business Implications Questions, Assessment Checklist and Discovery Reports are properly completed and reviewed, schedule your Pre-Proposal Meeting with Collabrance!