Sticking to the Sales Process

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“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 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 jordan telegram data 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.