Planning guides are extremely effective sales tools for hands-on,
in-person use by clients’ sales forces or as leave-behinds or mailers
that prospects can complete on their own time. The Shields Group is very experienced
at preparing these useful guides and will do so as part of its
services for the client.
Planning guides walk prospect personnel through a series of pointed
questions that cause them to closely examine their current environment
and existing situation, gradually bringing them to the realization of
a need for the solution the client brings to the table.
Such guides offer
an array of benefits:
Positioning the client as
a “thought leader” in the industry
Elevating the stature of
the rep to that of a consultant
Creating a forum for
standard, high-level dialog with the prospect
Developing a content-rich
environment from which the most robust possible proposal can be
crafted
