Neat Sales Trick: Requirements Checklist
Feb 14, 2024
Never let the customer dictate requirements.
Their requirements may be too narrow or influenced by a competitor.
Your job in sales is to shape the customers’ perception of the problem AND the right solution.
A requirements checklist is a great little tool to do that. It lists the key things you think make for a great solution to the customers’ problem.
And here’s the neat part: it’s your checklist so you get to add whatever favors you.
If you are the first one in the deal, chances are, you will shape the customer’s buying criteria.
Here’s a great example from Khoros. I think it’s too long, but you get the point.