b'SECOND PHONE CALLNON-REFERRAL 35TABLE OF CONTENTSFE MORAN OVERVIEW 2 THE 1ST MEETING . 40History 2 THE SITE VISIT OR WALKTHROUGH . 43Mission 2 THE CLOSE . 46HOW WE ADD VALUE 4 COI MEETING . 49VALUE PROPOSITIONS 4 FOLLOW-UP E-MAIL EXAMPLES . 52LEAD RECOGNITION AND QUALIFICATION 6 UPFRONT CONTRACT. 55PROSPECTING . 8 UPFRONT CONTRACT - ULTIMATE . 56PROSPECTING AND PREPARATION 9 SITE SURVEY 58SAMPLE WEEKLY CALENDAR . 10 NEEDS ANALYSIS 61SETTING THE MEETING . 11 PAIN FUNNEL . 64FOLLOW-UPS . 12 AGREE ON NEED 65REFERRALS 13 NEXT STEPS AND EXPECTATIONS . 66PROSPECTING SKILLS. 15 PRESENTATION AND PROPOSALS 69INITIAL BENEFIT STATEMENT 20 FILL THE NEED & THE CLOSE 70SOLIDIFY 23 SETTING THE STAGE AND BUILDING RAPPORTPHONESNON-REFERRAL BASED . 25 72HANDLING PHONE OBJECTIONS 28 SALES PIPELINE MANAGEMENTAFTER LEAD DEVELOPMENT 32 QUOTE IS PREPARED . 74PHONESREFERRAL . 34 GLOSSARY 771'