MODERN™ is a weighted mechanism constructed specifically for your business environment, which provides an accurate fix on how likely it is that your salesperson will win a piece of business. MODERN™ takes into consideration the widely misplaced assumption that if, for example, a salesperson has attended 3 sales meetings, they are more likely to win the business than when they had only attended 2 meetings. This is a popular belief with salespeople which often leaves senior management pondering the business that are prepared to deliver didn't happen. MODERN™ represents a series of questions (all tailored to your business) in the following categories: M - Money O - Our Solution D - Decision E - Enemy R - Resource N - Needs
In addition to providing the platform for a real quantiative pipeline discussion, the tool adds substance to the disqualificaton of opportunities from the forecast until the 'Essential' questions are answered. Regardless of whether the response is positive or negative, answers to the 'Essential' questions are, well, essential! Some examples are: Do we know whose budget it is? Are we talking to all of the decision-makers? Do we really understand the customer's needs and wants?
Contact your Salespunch™ coach to see how this can be applied to your business |