“One of the toughest challenges in enterprise sales is balancing the customers’ buying process as compared to your sales process. Your prospective customers want to take the lead and be in control of the evaluation and sales process. But we know that if we let them lead the process entirely, that we’ll end up in […]
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During implementation, focus early and often on the seven Rs of customer success.These are: 1. Reconfirm: Give your customers confidence in their decision to purchase your product. 2. Results: Provide and show results as quickly as possible following your launch or “go live” date. 3. ROI: Provide and show, as quickly as possible, how your […]
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The transition from ‘resolution of concerns’ to ‘implementation’ is often subtle. The reason it can be subtle is that we’re dealing with many different people in the organization. If you execute well on introducing an implementation plan as part of your sales process, the transition from selling to implementing can almost disappear. The key outcomes […]
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“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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