KYA (Know Your Acronyms)
IEA
What is Intuit Expert Assisted?
Discovering this is the reason we ask a level three question.
What is the impact?
Heavy is the this tab that wears the crown.
What is Opportunity?
25
What is the user account limit in QBO Advanced?
"It's too expensive"
What is "Skepticism"?
HCM
What is Human Capital Management?
Giving up this information before your recommendation is a classic sales pitfall.
What is pricing?
If you ask the compliance team, this is the most important script of all.
What is the billing consent script?
40
What is the limit of classes in QBO Plus?
"I don't see why I need an Advanced plan just because I have 300 accounts on my Desktop."
What is "Misunderstanding"?
COA
What is a Chart of Accounts?
This is the why you need to dig for - the driver is always just a symptom!
What is the trigger?
Leave it be! The one option when filling out a new lead that you are NOT supposed to touch should be set to "Ready".
What is the lead status?
67
"I don't want a cloud solution that I can't access without the internet."
What is "Skepticism"?
PTA
What is a Permission to Assess?
This is considered the most immediate priority column to address when using the PROSPER framework.
What is "Results?"
Make sure to complete this step in case you don't one-call-close, or else your manager will see a big fat donut in your pipeline!
What is "Add Products?"
90
What is the amount of days in the clawback window? (NOT the new user discount window - 3 months isn't always 90 days!)
"I just don't think I need a payroll solution right now."
What is "Indifference"?
PROSPER
What is Pain, Results, Ownership, Solution Fit, Path to Purchase, Ecosystem, and Risk Mitigation?
Maintaining control of the conversation is key to maintaining control of the deal - and this is a salesperson's best tool for always letting their prospect know what the next steps will be.
What is a UFC/Up-Front Contract?
Don't forget to set this in the opportunity before you hand them off, or you're not getting credit for passing the ball.
What is the campaign source?
4,000,000
What is the maximum total targets that can be transferred from a Desktop Account to QuickBooks Online?
"Why do I need multiple QBO subscriptions when I only needed one Desktop plan?"
What is "Drawbacks"?