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Gaining the Benefit of the Doubt ≫ Maintaining Momentum ≫ Sealing the Deal

They’re navigating three invisible forces at once.

#1 / Pricing

Leading Question: Is this even in the realm of possibility?

Buyers often ask about price early on. At this stage, it’s not true price sensitivity — it’s curiosity. Your role is to anchor value over cost and avoid letting price dominate before a Vision Match is built. Offering a Price Floor & Price Range makes sense for non-strategic SaaS Deals below 100K.

#2 / Product

Leading Question: Does this product actually solve my problem?

This is when product understanding matters most. Buyers are evaluating whether your SaaS maps to their pain points and workflows. Your role is to create a clear Early Alignment— showing them how your product fits, not just what it does.

#3 / Processes

Leading Question: Is this worth the effort and risk of final approval?

Processes grow steadily through the journey — from light in Information Gathering, to heavier in Proof, and finally reaching their highest intensity in Negotiation. Expect the red tape to multiply as the deal gets closer to signature, and plan to guide the buyer through it smoothly.

Gain.

Gain the benefit of the doubt by showing the prospect your SaaS is worth a closer look. At this stage, you’re not closing a deal — you’re simply earning permission to stay in the game.

Gain the Benefit of the Doubt

Maintain.

Maintain momentum with your champion by reinforcing confidence through demos, pilots, and evidence. The goal is to turn curiosity into belief that your product truly solves their problem.

Maintain Momentum

Seal.

Seal the deal with the decider by navigating objections and aligning on value. Here, clarity and confidence are your strongest tools for moving through red tape and securing the signature.

Seal the Deal

Gain. Maintain. Seal.

The 3-Pronged Approach to SaaS Sales

Gaining the Benefit of the Doubt ≫ Maintaining Momentum ≫ Sealing the Deal

Gaining the Benefit of the Doubt ≫ Maintaining Momentum ≫ Sealing the Deal

Gaining the Benefit of the Doubt ≫ Maintaining Momentum ≫ Sealing the Deal

Gaining the Benefit of the Doubt ≫ Maintaining Momentum ≫ Sealing the Deal

Gaining the Benefit of the Doubt ≫ Maintaining Momentum ≫ Sealing the Deal

Gaining the Benefit of the Doubt ≫ Maintaining Momentum ≫ Sealing the Deal

Yes, Deals die along the way. As I coached SaaS reps and watched dozens of deals unfold, I noticed a repeating pattern: Prospects start with curiosity, build belief, and then—just when things should accelerate—everything slows down. Why?

They’re navigating three invisible forces at once.

#1 / Pricing

#2 / Product

#3 / Processes

Ready to understand how prospects really buy software?

Gain.

Maintain.

Seal.

The 3-Pronged Approach to SaaS Sales

What is it about?

Ready to Take the Next Step?

Gain. Maintain. Seal.

The 3-Pronged Approach to SaaS Sales

Gaining the Benefit of the Doubt ≫ Maintaining Momentum ≫ Sealing the Deal

Yes, Deals die along the way. As I coached SaaS reps and watched dozens of deals unfold, I noticed a repeating pattern: Prospects start with curiosity, build belief, and then—just when things should accelerate—everything slows down. Why?

They’re navigating three invisible forces at once.

#1 / Pricing

#2 / Product

#3 / Processes

Ready to understand how prospects really buy software?

Gain.

Maintain.

Seal.

The 3-Pronged Approach to SaaS Sales

What is it about?

Ready to Take the Next Step?

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