“In the resolution of concerns stage of the sale, you’ll receive objections about your product, capabilities, and company. If you make it to this stage, congratulations! It means your prospective customer is genuinely interested in buying and implementing your product. Think of this third stage of the sale as the questions-and-objections stage.” [Excerpt from my […]
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“Before showing your product in the business demo, make sure to collect all your findings and gain agreement from the attendees. This is where you can apply the Confirm-Ask-Explore framework. Start the product demo by confirming the needs and desired outcomes from your prospect, asking questions during the demo to create engagement and check for […]
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“The two biggest mistakes most salespeople make in the ‘Recognition of Needs Analysis’ stage are these: 1. Showing a product demo too soon. 2. Discussing price before a complete view of the customer’s problem is identified.” [Excerpt from my new book — “Stop Hustling, Start Scaling.”] Download the ENTIRE Book here: http://bit.ly/2ISZxNA
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The second stage of the sale is ‘evaluation of options’. Just like the name of this stage indicates, this is the stage during which the customer is actively evaluating their available options to solve the problem at hand. Those options typically include the following: Purchasing and implementing your product. Purchasing and implementing a competitor’s product. […]
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“Asking the right questions, the right way, is critical in the recognition of the ‘needs stage’ of the sale. Confirm-Ask-Explore is a sales-meeting methodology that I developed that’s useful for needs-analysis meetings and sales conversations and translates well into most other types of sales meetings, including lead qualification calls, product demos, meetings with technical buyers, […]
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