Neat Sales Trick: Requirements Checklist

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.