Every part of your sales process should have a point.
You must always be on the same page as the prospect, at all steps in the process.
Before every meeting or each part of your sales process prep for the meeting so you have an idea of:
1. What you have done to get here. What steps have you taken to get to this point today?
2. Why are you here today together? What are you hoping to be the result of this part of the process together?
If you don't know the answer to these 2 questions you should back up with your prospect to get on the same page.
If you don’t know why you are at a step in the process with your prospect or why you are in a meeting with your prospect then you need to back up and find out what the point of the meeting is.
What is your ideal outcome of this step in your process?
Why are you here together?
What is the point of this conversation?
How does this help you move the deal forward?
If you aren’t on the same page as your prospect as to what the point of your conversation is then you missed something important along the way.
You need to back up and confirm where you are at in the process. Get on the same page.
You are in sales for a reason. You likely enjoy helping people solve problems.
Your job is to find out if your prospect needs your help.
Then, that you can solve their problems and they want your help.
The prospect must want to be helped by your company because they think your company is the best fit for solving those needs and problems you have exposed in the sales process.
Whatever stage you are at in your sales process you should be confirming why you are there and what the purpose of your conversation is.
Confirm. Then reconfirm why you are doing what you are doing.
Remember you are in sales to help someone with their problems by hopefully selling them what you sell.
Are you on the same page as your prospect?
Make sure you are on the same page before moving forward in your process.
If you control the sales process, set agendas in your meetings and confirm why you are doing what you are doing then you will work towards the end goal together.
The end goal is the prospect becoming a customer because you can help them best and the prospect agrees that you are the best fit to help them.
You likely know what is best for your prospect so make that clear and explain why you believe your company can solve their problems and needs the best.
Give them guidance and advice on why you believe this from what you have learned in the sales process with them.
Be helpful and manage the process well by setting agendas and confirming those agendas in the process.
If you just so happen to be a woman working in sales or work with women in your company in sales please invite them to join the women in sales community on Slack here.