Sales Structure

D – Define I – Identify P – Prove A – Agreement D – Desire A – Action In the define section this is where you ask all the questions so that you can find their pain points and then identify benefits of our products back to them. I use this acronym for the... More

D – Define I – Identify P – Prove A – Agreement D – Desire A – Action In the define section this is where you ask all the questions so that you can find their pain points and then identify benefits of our products back to them. I use this acronym for the questions in Define: W – What (what do you do, what does the company do, what, what what etc etc) H – How (how do they do this, how do they meet targets, how do they contact customers etc) A – Area (demographic area, could be relevant for how they contact people around Australia, time zone problems etc) T – Target Market (probably not relevant here as it was an advertising structure) S – Special Features (what are the companies USP’s ) C – Competitors (who are their competitors, what are they doing, do they want to be the same or different) Once we have found their pain points we then pick a feature of the service that we can then show the benefit back to the client (Prove). Another acronym for this is: F – Feature A – Advantage B – Less