All of the approach
Qualify
Five things that have to be true.
If you assumed one of them, the deal has a hole. Buyers can prototype an alternative in a weekend. "We will build it ourselves" is often the real competitor.
S
Success Criteria
Under what criteria would they consider this project a success in order to move forward.
C
Conversion Economics
Keep doing it the old way versus buying versus building it with agents. Time to value. Opportunity cost.
A
Adoption Path
Frictionless process. Superior results. World class experience. How will I get there.
L
Lock-in & Risk
How do you get to a decision-maker, and how do you address their risk concerns.
E
Effortless Transaction
Make their experience with you as effortless as possible.