Every step of the sales process should have a predetermined optimal outcome. Meaning, once I have this conversation, this is what I want to have happen; the commitment for the next sales step. This way there are no surprises which is why it is strategically important to share those mini-goals with your customers right away before you even start your sales process.
“I’m glad we are having a discovery conversation today. The goal would be for us to do a scope of work together after this step.”
“Thanks for allowing us to do this demonstration for you today. The goal for us would be to see if this is a good fit for you and, if so, let’s start working on a proposal together.”
“I have an estimate for us to review together. The goal would be to see if this meets your expectations and we can start the process of putting this together as a contract.”
Once the customer can clearly see the goal post with you, they can help you get the ball to the goal even faster than you would have on your own.
