The Sales Process

Step 1

Identify buying center and make contact

Identify target accounts in your territory and all buying influences. Contact the buying parties top-down. Arrange for meeting.

Step 2

Present solution and proposition

Present your company and your solution incl. value proposition, business case, competitive advantages. Convince the prospect to move forward with evaluating your solution.

Step 3

Manage evaluation and convince

Set realistic expectation and define evaluation criteria as much as possible. Guide prospect through the evaluation, make all required steps and success criteria transparent.

Step 4

Negotiate commercials and close

Submit first proposal and agree to negotiate the offering. Be flexible but disciplined, limit the negotiation iterations. Create closing pressure.

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