Stage 2: Evaluation of Options

Stage 2: Evaluation of Options

By Scott Sambucci | November 18, 2019

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:

  1. Purchasing and implementing your product.
  2. Purchasing and implementing a competitor’s product.
  3. Building a solution with an internal team.
  4. Paying a third party to build a custom solution.
  5. Doing nothing.

[Excerpt from my new book – “Stop Hustling, Start Scaling.”]

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