They Key to Creating Urgency and Forecast Accuracy
Here Tony J. Hughes (whom I am a big fan of) describes how to create a close plan and insure forecasting accuracy at the same time. This is just a natural progression of the discovery question: “What steps will you go through as you do your evaluation?” With steps in hand you can you can work out the timing each of the steps and, of course, the final close. Those same steps will enable you to facilitate the entire sales process for your client and, quite possibly, shorten the sale cycle.
Enjoy!
