Understanding your buyer’s journey is key in order to best help them.
Here’s a non-salesy approach:
TAP – time, anyone else, process
Ask these questions:
Time – provided you feel this is the right for for you, when (get a specific time) would you like to see us roll this out so you can see the benefits and address the concerns we’ve discussed?
Anyone else – is there anyone else who may be excited (or upset) by this project that we may want to bring in now to ensure your success?
Process – help me understand your internal process at this point – what are the steps so we can ensure all the boxes are checked for you?
TAP
- Time
- Anyone else
- Process