From the course: Solution Sales
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Qualify the decision process and funding
From the course: Solution Sales
Qualify the decision process and funding
- One of my best clients ever said that if you want to know how salespeople should sell, learn how buyers buy. That's excellent advice. Because understanding how your buyer will buy is key as you navigate the sales process. And there are two primary areas that you're going to want to understand. The first is the decision process. How will this buyer or company make a decision about your solutions and what factors will the client look at when evaluating your proposal? You need to ask some questions about the decision process to get the conversation started. Ask questions like, "How do you typically make decisions about quality improvements?" Or, "Of all the factors that go into making a decision about this kind of product or service, which ones are most important to you?" You can even make an observation about the client's reply and follow up with something like, "Are there other factors that we haven't mentioned?…
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