Consultative Selling - PPVVC Model

Are we talking about the real issues with our client?

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Are the prospects sharing the real issues?

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Do we understand how others are impacted by the pain?

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Do the clients have a timeframe to address the issue at hand?

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Do you understand who the key people are regarding the opportunity?

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Do we understand who will influence the decision and how?

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Do we have the support of key players?

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Are we connected to the people with access to the budget?

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Did we help establish the initial requirements?

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Does our offering fit the client's needs / requirements?

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