In most cases a sales process starts with cold calling/prospection then presentation of offerings, demos, contract negotiations and closing with signature. Salespeople may not need to follow this classical cycle and instead close rapidly the deals by accelerating decision-making processes. How?
Just start with demo after going through prospect’s needs and/or pain points. Demo can be the most important step to close a deal with a prospect as it clearly shows if the solution presented matches the buyer’s need and expectations. Both buyers and salesmen save time this way. As a salesperson, if I have to lose a deal, I want to lose it fast, no room for wasting time.
After demo, if the prospect asks you for an offer, only then send your proposal. Here are a few reasons why you should wait until the prospect requests your offer before sending it:
– It shows an interest of prospect in your product/services; you would not waste your time working on an offer.
– You close the door for competitors particularly when the prospect is satisfied with your demo.
– You save time spent working seriously on offers that may not even be read by the prospect. No team (technical and sales) appreciate working on offers sent with no feedback.
– You and your team are not victim of false hopes as your sales pipeline won’t be full of fake opportunities
You can proceed this way only when the prospect accepts it; you need to demonstrate from the beginning that they would save time and put less effort into analyzing offers.