The goal of this phase is to match the customer pains and/or need with your appropriate solutions and lead to a proposal. Only present the items that would fit or interest the target. Too often I see companies using a formal presentation focusing on their technical attributes. Customers will tune out if the solution is not interesting for them. The presentation needs to be relevant for them.
Solution Presented to the Customer
The presentation could be an interactive discussion or a PowerPoint presentation in person, over the web, or on a conference call. The focus of the meeting will be to take what was learned from the qualifying phase and match it to the solutions and benefits of your organization and solution. Don’t present information that is not applicable to them. Try and make the session interactive as well. We have done blogs on meeting plans and presentation examples that you can use.
Technical Benefits Articulated to Champion
Ensure that the technical champion understands the technical aspects and benefits of the solution and company when compared to the current solution or competitors.
Business Benefits Articulated to champion
Ensure that the business champion understands the benefits of the solution and company when compared to the current solution or competitors.
Decision Maker has Stated a Preference For Your Solution
The details of the sale are confirmed either verbally or in writing with the decision maker. Those details should include;
- Pricing of solution is understood and agreed upon
- High level of implementation time frames and resources needed
- Confirmation of available funds
- Confirmation the business champion is in agreement to move forward
- Confirmation that technical champion is in agreement to move forward
The goal of each interaction with a prospect should be an activity that moves the sale closer to an order. Every activity should have a next step. Insure that the next steps are outlined in the meeting and communicated with the target.
Check out our Path To Sales Success series; Qualifying The Opportunity, Prospecting, Tech Startups
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