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| chris.ginnelly@sandler.com
 

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Sales Process

To be successful, you must quickly relate your product or service to the prospect's pain and establish how you can help to eliminate that pain and achieve their goals. This is not the time to use buzzwords or to make the conversation all about you. A smart thirty-second commercial is more about the prospect.

1. Failing to Provide Value

During initial meetings with prospective clients, some salespeople, whether by design or lack of proper preparation, don’t communicate anything of real value. Sure, they talk about their company’s capabilities. They talk about their products and services...and the associated features, functions, bene ts, and advantages. But they don’t convey any knowledge or insight about the prospects’ challenges or goals that the prospects didn’t already possess.

There are lots of reasons that some SaaS businesses don't scale (more of those in future articles) and another common mistake in the sales process is not setting an expectation with the prospect about will happen on the demo and what decision or decisions that the prospect should expect to make.

There are lots of reasons that some SaaS businesses don't scale (more of those in future articles) and another common mistake in the sales process is not setting an expectation with the prospect about will happen on the demo and what decision or decisions that the prospect should expect to make.

 

There are lots of reasons that some SaaS businesses don't scale (more of those in future articles) but I've yet to have a conversation with any of those that are struggling that haven't had the following characteristic:

Their sales process revolves around a demo and they rush to that demo without an effective questioning strategy.

 

You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analysing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”Add a little drama

Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and pull a purchase order from the drawer? Perhaps in Grimm’s version of the story, but not in the real world.

Why?

A sales template is defined as the step by step set of interactions you want your prospect to go through because it will give you a clear competitive advantage or otherwise increase the chances of you winning the business. An efficient sale system enables you to consistently achieve a desired outcome or set of outcomes without wasting time, energy, money etc. The most effective sales templates are basic enough to accommodate for change (focused on each stage of the sales meeting).