Setting Expectations and Selling after Yes - 66

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 [email protected] ASU SkySong Catalyst Sale Twitter LinkedIn 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. Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play 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.