At yesterday’s Accelerator event we also spent a good bit of time talking about sales as that’s Jim’s specialty. One of the tips he had that has been working well lately is to send the prospect a list of several items prior to a call and ask him or her to pick their top three and put them in order in a response. The purpose is to make sure and address those in your call. Here’s a sample list you might send:
- Quality
- Best in class
- New services
- My involvement
- Timeline
- Price
- ROI
- Long-term impact
In addition to making the call more productive due to aligning priorities, this also gives you a chance to see if they are solely driven by price (e.g. price is their top priority in the email response). My recommendation is to try this out and see if it helps your sales process.
David Cummings on Startups 
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