Posted by Chris Handy ● December 12, 2013

Should Salespeople Follow a Script?

We suggest using a checklist for sales calls.

Instead for using a script, try to capture the following information in a natural way:

  • Goals
  • Plans
  • Chalenges
  • Timeline
  • Budget
  • Authority
  • Consequences
  • Implications

This information that you want gather is shortened in the acronym GPCTBA/C&I.


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Topics: Sales Enablement

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