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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Find My Catalyst Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

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  2. Setting Expectations and Selling after Yes - 66

Setting Expectations and Selling after Yes - 66

Nov 28, 2017

Do you introduce additional risk by selling after "Yes"?

We've discussed many topics on the Catalyst Sale podcast since the launch in October 2016.  This week we discuss selling after yes and the confusion that comes with lack of clarity around expectations.

This is something that likely happens when the sales process is rushed, either by our side or the client's side.  If you skip steps or rush the process, you tend to make assumptions.  When these assumptions are revisited, they can lead to confusion, a need for clarification, or worse - a lost deal.

Questions Addressed

  • What are the risks in selling after "Yes"?
  • What does it mean to sell after “Yes”?
  • What advice do we have for the new sales rep who might be prone to continue to sell after “Yes”?

Key Takeaways

  • Ask the important questions to ensure fit and feasibility - i.e. can we solve the problem, can the customer actually implement?
  • Understand the challenges the customer is running into.  Address them with your solution, in the context of their problem.
  • Understand how they will implement the solution, who will be involved, how they will execute.
  • Highlight risk early in the process
  • Focus on the customer's’ success
  • Play the long game

Contact Mike & Mike

Please keep the questions coming.  We would love to hear about your challenges, how you have overcome them, and any questions you have about B2B Sales, Sales Leadership, Managing up or down in an organization, or growing your own business.

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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Sales is a Thinking Process.