When the prospect starts collaborating with you to help them figure out how to fix their business troubles, expect the next stage of the journey to be a little tricky—the “challenge” stage.
Are you currently working on your closing skills? This is the moment you've worked so hard for, it's only apt that you develop an effective strategy or style for closing deals.
When it comes to sales proposals, one of the most critical segments you should prepare for is the budget talk. Make it a goal to ask questions that will lead to the much-awaited financial conversation. And when the opportunity comes, frame the subject in a way that will make the client open up how much they believe they will profit, not how much they have to spend.
As I was driving home, there was a group of students standing at city hall protesting. They carried signs saying, “There is no Planet B”, “What are you leaving your children?” and so on. I was brought to tears. I cried knowing this is the reality of what we are leaving our children and grandchildren with. And that did it for me.
After the prospect evaluates the options they have, they start to weigh in and compare the best solutions they have. This third stage in the buyer’s journey is called the collaboration phase.
As previously mentioned in one of my blog posts, the buyer's journey has five stages: awareness, seeking a solution, collaboration, decision, and experience. Customers go through these phases when looking for a particular product or service.
When I first started in sales, the very first thing I was told to learn and develop was to have a “tough skin.” In our industry, rejections are rampant and inevitable--and not to be taken personally.
"People will forget what you did. You'll forget what they said. But they will never forget how you made them feel."