The start of your work together
“In the sales world, too often we hear about “closing the sale” and “getting to the finish line.” Guess what? Your customers don’t think that way. No customer ever signs a contract and says, “Well, I’m glad that’s done! Let’s go celebrate!” or “This is awesome! Now our vendor can go raise a series A round of funding!” When your customer signs a contract, they don’t think they’ve finished anything. He or she thinks, Now we can get started.
That is why it is your responsibility to include the implementation plan as part of your sales process. It’s your job to pull forward the discussion and planning about how the implementation will work and then make that part of the sale! By doing this, you give customers clarity about how you’re going to get them the results they need, you give yourself control on how you will help them get those results, and you replace their confusion about “how this is going to work” with confidence.
You must show your prospective customer that you’re not treating the sale as “the finish line,” but as the start of your work together.”
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