What does the Seller need to complete the Sales Process
Sales Process Sales Process
Sales Process?
• I need to get them to
sign.
• How can I help them
navigate and accelerate
ours and their
processes?
• How can I help our
buyer convince internal
stakeholders?
• I need to prove that
buying my solution will
have an optimal outcome
for the buyer.
• Can I help them with 3
rd
party reference?
• Can I help them
understand
implementation with best
practices & services?
• I need to convince the
buyer that our solution is
the best.
• How can I prove value?
• How can I help our buyer
convince internal
stakeholders?
• I need to make the buyer
commit to a project.
• How can I help the buyer
understand what is
important?
• How can I help them
understand the benefit of
making a change?
• I need to qualify that the
buyer meets our sales
criteria.
• I need to discover info
about the buyer to help
our sales process.
• How can I help the buyer
understand what we do?
• Get high quality leads.
• How can I help the
buyer?
Aligned Sales Process
…Seller's need
Attract Buyers
Online
Education
Aligning Desired
Outcomes
Solution
Consulting
Decision Support
Guide the
Purchase
Process
