Do your prospects understand your sales process? It's doubtful anyone has ever taken the time to explain the method for understanding their needs, developing a solution, building consensus and executing a sale. And because they've never seen the process laid out, they've never thought about all the steps necessary for getting the outcomes they need.
Most of the time, when we open a sales call, we set an agenda for that call. But that agenda only gets us to the end of that first conversation. It doesn't paint a picture of where you might go in the future or how you might get there.
So it's a good idea to show your prospects what your process looks like. Show them what each of the stages looks like and what the outcome of each stage needs to be. Explain how the process benefits them and how you're going to collaborate with them during each stage.
This allows you to demonstrate your value to prospects by giving them a vision of where you're going. It gives them confidence that they're working with someone who's prepared, has a plan, knows what outcomes are necessary, knows how to manage the process and is thoughtful enough to have documented the path.
