Accessing Customer Data
This step is important because it’s an accumulation of a few of the previous steps. By accessing your prospective customer’s data, you’ll likely need an NDA in place. This is also akin to giving the prospect homework and introducing you to additional buyers or contributors. Most likely, the person you’ll be working with directly in the sales process won’t be the person who is going to provide the files. The person will need an IT person or an analyst to access it, which also shows the willingness to spend internal resources to move forward with you.
Remember, the job of any checkpoint and milestone is to signal that you’re moving forward in your sale. Gaining access to customer data or processes is a big step forward from graduating from an early stage sales opportunity to a more serious one.
[Excerpt from my new book — “Stop Hustling, Start Scaling.”]
Did you know you can download a free & complete PDF version of the book? Link in the comments below. 👇👇