P.R.I.S.M. is a remarkable tool in assisting salespeople to see account development progress through the eyes of the buyer.
Watch the video
to recall a buyer employing the P.R.I.S.M. process to explain a recent purchase to staff members.
The more clearly the connection between the solution and the overall impact on the business can be articulated, then the easier it is for senior influencers to view the solution having much higher value to the overall business than a lower level “product focused” transaction.