7. DEVELOP VALIDATORS
The “buying brain” requires both connection and credibility in order to say “yes”. Your credibility comes in the form of other customers you have helped and the results they’ve seen with your solution. This part of the customer conversation is critical to “validate” their decision to buy from you.
8. CREATE INSIGHTS STORYBOARD
In the end, the goal of this program is to create a simple and compelling narrative to be placed in the hands of the sales team. Putting all the steps together into an easy to execute customer conversation model with allow them to be consistent and effective across the entire sales organization, every single customer interaction.