Find My Catalyst Podcast Setting Expectations and Selling after Yes - 66
We've discussed many topics on the Catalyst Sale podcast since the launch in October 2016. This week we discuss selling after yes and the confusion that comes with lack of clarity around expectations.
This is something that likely happens when the sales process is rushed, either by our side or the client's side. If you skip steps or rush the process, you tend to make assumptions. When these assumptions are revisited, they can lead to confusion, a need for clarification, or worse - a lost deal.
Questions Addressed- What are the risks in selling after "Yes"?
- What does it mean to sell after "Yes"?
- What advice do we have for the new sales rep who might be prone to continue to sell after "Yes"?
- Ask the important questions to ensure fit and feasibility - i.e. can we solve the problem, can the customer actually implement?
- Understand the challenges the customer is running into. Address them with your solution, in the context of their problem.
- Understand how they will implement the solution, who will be involved, how they will execute.
- Highlight risk early in the process
- Focus on the customer's' success
- Play the long game
Contact Mike & Mike
Please keep the questions coming. We would love to hear about your challenges, how you have overcome them, and any questions you have about B2B Sales, Sales Leadership, Managing up or down in an organization, or growing your own business.
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Catalyst Sale
In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.