More Benefits of Using the 7×1 Framework
The 7×1 framework also future paces the prospective customer about the additional people and resources that will be needed to be involved in the sales and purchasing decision process. When the prospect sees all the people and processes that will be involved with a successful implementation, you can use that as leverage to involve key people and teams in the sales process, such as the IT team, product users, team leaders, managers, and the executive team who will be involved with the QBRs.
So, how do you use this framework in the sale? One place to use it is early in the sales process—during your qualification or needs analysis conversations.[Excerpt from my new book – “Stop Hustling, Start Scaling.”]
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