The Quadrant Sales Method
•Download as PPTX, PDF•
1 like•416 views
The Quadrant Sales Method provides a systematic approach to understanding a customer's vision and objections. It involves asking "Give Me More" questions to draw out where the customer sees themselves and their business in the future, as well as what projects or changes they want to make. The method then addresses barriers to the customer's success before making the sale and planning next steps like working with insiders, giving presentations, and meeting decision makers.
More Related Content
What's hot
What's hot (20)
Viewers also liked
Viewers also liked (15)
More from Gail M. Romero, CFRE
More from Gail M. Romero, CFRE (7)
Recently uploaded
Recently uploaded (20)
The Quadrant Sales Method
- 1. The Quadrant Sales Method A Systematic Methodology to Successfully Approach and Draw Out Customer Vision and Objections
- 2. The Quadrant Sales Method
- 4. Ask “Give Me More” Questions Ask “What do you see the future looking like” questions. Where do you see yourself What projects do you want to see What changes do you want to make
- 5. The Barriers to Success
- 7. The Next Steps Working with your inside person Giving the presentation Getting to the right decision makers
Editor's Notes
- If you have an inside person – work with them on how to “sell” your funding idea to their peers, bosses and boardMake sure your presentation highlights their stated desires through use of words, positioning and logosThank whoever helped set up the meeting or initial contact and advise them of the outcome of first meetingGet as much research on each attendee as possible – linkedin is a great place to connect with them prior to the meeting – that way you know at least one more person at the table. If you will not be present for the presentation to the real decision makers – make sure you provide them with appropriate notes, materials and samples with YOUR bio/photo/contact information included. Make it look great with personalized materials such as logos (yours and theirs) on the first page. Use their tag line on the cover!Ask if you can be present for the presentation to answer questions after if not during.Keep your presentation slide short and sweet – use as a reminder to what you wanted to sayDO NOT include the dollar amount on the slides – this requires them to ask about what level of funding you are requesting and provides you to talk about the relationship, the three year partnership, how you can position them, the economies of scale and reporting for them and the additional impact they will receive by having their logo as a premier sponsor for three years.Stay away from data slides! They are the kiss of death. Provide them in a packet of information for later review.If you are giving the presentation – make sure you practice, practice, practice.Get their 30 minutes early to ensure technology works and you have laid out all materials\\Bring candy – it is statistically proved that it helps engage an audience. Mints work well and a communal bowl works best (wrapped candy is the best – wrapped chocolate is the next best)Follow up with everyone in attendance if you can get their cards – make sure they get yoursAllow time for questions at the end and remind them your contact information is also available for additional questions.Remind them you have been working with your inside person and ask whether there are additional people to follow up for a decision. Often the decision maker will advise you that the person who you are working with is the right person. If you didn’t know before – now you do.