Module 3: Education and Reduce Friction Session Number: 3

Session Title: Validate the Buying Process?

Session Overview: You will learn how to best validate the buying process of your prospect.

One of the biggest challenges for many sellers, especially newer BDR's, is "assuming"! Assuming the prospect's buying process, "assuming" who will be the best contact, or "assuming" the time frame the deal will close. In all of these situations, we are to never assume, but always "validate". In this session, you learned ideas that you can take advantage of as you are moving your deal forward.

Tasks to Implement: Ensure you are validating at all times with your prospects.

Session Recap: Now that you know how to have validated the buying process, the next steps added to the process will assist you with keeping all parties up to date in the process.