How often have we been in a situation where the first few meetings of a sales cycle went really well, only to find that discussions have waned and we’ve lost momentum? Where did we lose track?
We did a good job discovering needs…uncovering our prospect’s areas of pain and gain. After discovery we advanced the opportunity by 1) presenting our capabilities; 2) conducting a demo (or two), and 3) providing indicative pricing.
Although we have a good understanding of “why we are talking”, we failed during discovery to learn what our prospect’s change or buying criteria was. Meaning what would have to occur in order for the buying organization to make a change from status quo?
Often we advance an opportunity at the expense of qualifying. It’s much easier to qualify early and often rather than advance only to find that you have to claw back.