In cells A20:A30 , create a list of your product/service catalog. In column B, label "Currently Used?" (Yes/No drop-down). In column C, label "Unexpressed Need?" (High/Med/Low). Use an Excel formula: =IF(AND(B20="No", C20="High"), "URGENT", "OK") .
A standard Green Sheet (often used in Excel or CRM formats) is designed to ensure you understand the customer's "concept"—what they are trying to achieve—before you ever pitch a product. miller heiman green sheet excel download
Aimed at understanding feelings, priorities, and potential "red flags". In cells A20:A30 , create a list of
Before any significant sales call, you fill this out to clarify your objective, understand the prospect's situation, and plan your actions. In cells A20:A30
Downloading the Excel file is the easy part; the value comes from the rigor of the input. Follow these rules when populating your Green Sheet: