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Wednesday, 17 July 2019

6 Steps To Transform Your Sales Organization to be Best-in-Class


Best-in-class sales organizations use a consultative sales process. A sales process is consultative when the stages and actions align with the customer’s buying experience and customer relationship.

A typical consultative sales process is made up of 6 steps. Each stage maps out winning behaviors and strategies.

In this article we will discover the key 6 Steps of the consultative sales process.


Each stage should define the objective, best practice activities, tools, models, and customer actions that signal readiness to advance to the next stage (for example, the customer agrees to a meeting in stage one or provides access to the executive buyer in stage two).

"Hidden tip: Make sure there is a list of coaching questions related to each stage."


Step 1: Target + Qualify


The customer becomes aware of a business problem. Alternatively, the salesperson creates a pre-stage one opportunity by introducing an idea or challenge that is not yet on a customer’s agenda, or raises the visibility of an issue the customer has underestimated.

Step 2: Explore + Assess


Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. Salespeople can help their prospects by sending them how-to blog posts, offering to run a consultative call, and sending them relevant content resources.

Step 3: Develop Solution


Customers research, compare solutions, narrow down choices, and refine decision criteria. The salesperson must differentiate, focus on business outcomes, and prove value.

Step 4: Present + Follow up


Knowledgeable customers make their selection and negotiate. Skilled salespeople will have already involved procurement prior to this stage. You should already know what steps need to be taken for your prospect's organization to buy a new product or service. That knowledge is crucial for presenting a solution with a realistic timeline.

Step 5: Negotiate + Close


Customers make the purchase. Salespeople support implementation and follow-up. When a close is imminent, it's more important than ever to make sure your prospect feels supported.

Step 6: Implement


Customers are in an evaluation mode. In the post-purchase stage, customers implement, measure outcomes, and evaluate performance against the sales promise. They decide on the future of the relationship. Salespeople must discuss results, prove value, and build on the rapport they previously created.

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What have you done to transform your sales organization to be best-in-class?

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