Establish that the proposed solution meets the prospect’s needs.
Receive internal approval on the solution design.
Produce a proposal.
Engage any required partners.
Reach a conceptual agreement on the solution with the prospect.
Define and approve the criteria for success.
The pricing model is accurate and confirmed.
Completing solution design brings you to around 40% completion in the sales pipeline.
In our next article, we’ll continue reviewing the final four phases of the sales pipeline and bring the sales opportunity to a close—whether a win or loss—and 100% completion.The Treasure Is There, You Just Need the Combination
Imagine every prospective customer’s mind is like a sealed vault, and that behind its metal, locked doors lay the treasure you are looking for.
You know, due to the strength and size of the door no human is strong enough to force it open.
Rather, the only way in is to get the information women database from the person who knows the combination.
Obviously though, the owner of the treasure does not give the combination out willingly.
Someone looking for this information would have to be very skilled in asking specific questions that might give them clues as to what the combination might be.
That is exactly how the sales game plays out. Inside of your prospects mind is all the information you need.
