TFAM SALES PLAYBOOK

TFAM SALES PLAYBOOK

Selling Sustainable Fixed Asset Governance

1. TFAM POSITIONING

What We Sell

• Sustainable fixed asset governance
• Audit readiness
• Accountability
• Risk reduction

What We Do NOT Sell

• RFID tags
• Inventory projects
• Cheap software

2. IDEAL CUSTOMER PROFILE

High-Fit Customers

• 500+ assets
• Audit pressure
• Multi-location
• Government / Hotel / Hospital / Enterprise

Disqualifiers

• “Just want tags”
• No asset policy
• No ownership model

3. BUYER PERSONAS & MESSAGING

4. DISCOVERY PLAYBOOK

Mandatory Questions

• Asset volume?
• Last inventory?
• Audit findings?
• Ownership model?
• Decision authority?

Red Flags

• Vague answers
• No urgency
• Price-first mindset

5. DEMO PLAYBOOK

Demo Rules

• No discovery → no demo
• Outcomes first
• Skip configuration
• Always validate value

Demo Flow

1. Reconfirm pain
2. Show outcomes
3. Show how TFAM supports it
4. Pause & validate
5. Define next step

6. OBJECTION HANDLING

Framework

Acknowledge → Clarify → Reframe

Common Objections

• Already did inventory
• Use ERP
• RFID cost
• No need live tracking

7. PRICING & NEGOTIATION

Pricing Philosophy

• Value-based
• Risk-based
• Sustainability-based

Negotiation Rules

• Never discount without exchange
• Trade scope, terms, timeline
• Protect governance value

8. CLOSING & HANDOVER

Professional Closing

• Alignment questions
• Readiness confirmation
• Clear next steps

Sales Handover Checklist

• Scope
• Pain points
• Success criteria
• Stakeholders