Situation Appraisal

The Situation Appraisal is your assessment of the current state of an opportunity. It is the start point for your strategy, and it is what the AI Coach works from to recommend your next moves. It is made up of three parts, which you complete in this order.

The parts of a Situation Appraisal

1. Prospect: the prospect organisation, the opportunity, appraisal date, estimated revenue and decision date, your gut feel, the NIMTS stage, the business outcomes the prospect wants, and your strengths, weaknesses and threats.
2. Buyers: the people influencing the decision, either directly or indirectly.
   • Adding your Buyers: who they are, their Buyer Type and where each is on the DECIDE steps.
   • Assessing each Buyer: influence, Power, Motivation, Support, Relationships and Value Gaps.
   • Value Drivers: what matters most to each Buyer personally, rated for importance to them and your confidence in your rating.

The more detail and honesty you put into each part, the better the AI Coach can guide you.

Next

When the Situation Appraisal is complete, select the AI Coach tab and initiate an analysis and receive recommendations for your next moves.