I had only one objective when dealing with a qualified prospect in the highly competitive software sales market which was getting and keeping control of the entire ERP evaluation, acquisition and implementation buying process.
The sales cycle/solution process I used started with a telephone call where I asked 5 qualification questions. If these questions were answered positively my next step was a first meeting to present my eight step sales cycle/solution process. This meeting was very important because when the qualified prospect agreed (90% of the time) to the process it gave me control of the entire buying cycle for our ERP system.
The sales cycle/solution process I insisted on using got me to my third step—the executive meeting. In my next blog I’ll explain/confess the strategy behind the executive meeting.
