Sales Process Map

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But before you start adding up your earnings there are a few things you have to take care of. In step three of the Sales Process Map you developed a benefit statement that focused on business value for your customer. Now is the time for any last minute tuning of your solution or value statement.

Once you have maximized the value in your benefit statement the time to close the sale has arrived.

There are a number of strategies to close a deal. This article will not dive into them other than to say, in one way or another, you must ask for the business. You didn’t come this far on the sales process map not to ask for the deal.

Too many salespeople don’t know when to quit selling. Often they get to the point where the natural close is staring them in the face. Some get intimidated or fearful it is not the right time to ask for the business. The sales process map helps you determine when it is time to pull the trigger.

If you have executed steps one through three effectively, the customer may close the deal for you. The easiest close happens when you have successfully focused your benefit statement on their business objectives. When the customer sees the value your solution provides, often the questions turn logistical. When can you deliver? How soon can your implementation team arrive? What are my financing options? And so on.

When the customer starts talking about the logistics around your solution, you have yourself a deal. Move in and close with a strategy that is appropriate for the situation.

It is important you assess any potential risks around delivery and implementation that may lie ahead. If you anticipate issues you need to get in front of them with your delivery team. Your long-term reputation as an effective businessperson depends on it.

Poor delivery scenarios are account killers. Many potential long term customers are lost in the delivery stage. Issues around delivery times, poor implementation strategies and misaligned expectations can derail any good customer. You are the customer’s voice into your organization and you need to get ahead of these issues.

This is not to suggest you spend all your time on delivery. Not even close. However, it doesn’t take much effort to confirm how delivery will play itself out. Trust and then verify. Trust your delivery team can deliver and then verify their commitments. This will help you set the stage for a repeat customer.

After the close, you are in a position to negotiate terms and conditions of the contract, if required. As you negotiate the terms try to take a principled versus a positional approach with your customer. You will find your interests and your client’s interests will be better served at the end of the negotiating session.

Looking back to this point, you have differentiated yourself from the competition and have become a solution provider to your customer. According to the sales process map, you have come a long way. The next step is to deliver your solution and evaluate the outcome.

Only then can you count your cash!

Thanks for reading.

Good Selling.

More thoughts on the sales process map