Have you got your own sales process/checklist?
This week I ran into a RFP template process checklist.
It gave great insights on how to see certain things when preparing / training Sales for improving numbers and reaching your goals easier.
However, in this whole checklist, they talked about:
- customer fit
- costs
- competitor analysis
- differentiators
- potential objections
- roadmaps
- prep proof of competence and case studies
- make it look good
- make it sound and read compelling
Yet, there was never, NEVER, one single thing about money. Nothing about price.
If you’re not talking money in the early stages to figure out if the prospect is a financial fit or not, you’re putting in tons of work, all-nighters and brain power into hopes.
All of these processes will work for nothing.
And having your fingers crossed for them to reply… that’s no strategy.