What's your process?
When it comes to generating opportunities, I find this process to be very successful.
1. Collect information about people. Get to know them personally, and professionally. Establish a relationship.
2. Qualify opportunity - make it worth winning?
3. Explore and gather sufficient information to create a solution to a need.
4. Build and present a solution to a problem that exceeds the need.
5. Obtain commitment and overcome any issues - time to negotiate.
6. Close the opportunity in writing, and final signoff.
7. Implement and follow-thru on the deliverables. Always say what you do, and DO what you say.
8. Keep track of progress, and ask for feedback. Always look for ways to do things better next time.
Lu Kalaj
The Michigan Group
248-214-3319
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