Sticking to the Sales Process

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It also provides you with the lifeblood to deal with objections at the negotiation table:

“Well, this costs a lot.”

“Yes, and we solved a lot of your problems.”

“Your competition seems to be less expensive.”

“Although I’m confident in our process to provide a solution for your expressed outcomes, I’m happy to help reduce the overall cost to you. So, let’s go through the objectives we used to assemble your solution and move some of them to a subsequent phase in order to reduce initial cost.”

“Why is this so expensive?”

“We’ve assembled a solution that has been carefully paraguay telegram data mapped to your expressed objectives and desired outcomes. I think you’ll find that the pricing is competitive for a personalized solution that addresses everything that you wanted to be considered.”

In the absence of excellent discovery, these conversations would be significantly more challenging if not impossible to handle and still protect your margins.

Adherence to the sales process increases win probability during negotiation. Each step plays an integral role in achieving success at the negotiation table.

Many rookies or overly excited sales professionals cater to the whims and requests of prospects. And, by catering, they step outside of the defined sales process.

These sales professionals discuss pricing before discovery and send estimates before stakeholder interviews. They offer solutions before learning about desired outcomes and success criteria. They negotiate T&Cs before becoming the vendor of choice. These sales professionals even send proposals before holding a meeting to review them.

These are costly blunders that sacrifice leverage and whittle away at profit margins. This behavior makes your ability to win bereft and often leads to lost opportunities and decreased commissions.