Gain.
First, you need to Gain the Benefit of the Doubt from your prospect during the Information Gathering Phase. Establishing trust early on allows you to move past initial skepticism, creating a foundation for open dialogue and insight. By strategically sharing relevant success stories and using bridging statements, you build credibility and demonstrate genuine understanding of their needs. This approach not only opens the door to deeper questions but also encourages prospects to view your solutions with an open mind, setting the stage for smoother, more productive sales conversations."
Maintain.
Second, you must Maintain Momentum with your Champion during the Proof Phase. You need to Maintain Momentum during the Proof Phase by keeping your Champion aligned and ensuring a clear path forward. This pillar equips you with actionable strategies to navigate the complexities of the decision-making process, guiding your Champion toward a successful outcome. You’ll learn how to identify and gain access to the Economic Buyer, ensuring critical alignment on investment priorities. It also provides tools to help your Champion focus on the most impactful challenges your solution can solve, narrowing down scattered needs.
Seal.
Finally, you must Seal the Deal with your Decider during the Negotiation Phase, ensuring the agreement closes smoothly. This pillar focuses on navigating procurement challenges, reinforcing the value of your solution, and driving timely decision-making. You’ll discover how to bypass procurement roadblocks while keeping the Decider engaged and aligned with the strategic goals of the agreement. You’ll master the art of setting and defending deadlines to avoid last-minute delays, maintaining control of the negotiation timeline. Finally, you’ll learn how to secure contract renewals and expansions by addressing budget concerns and guiding your Champion through organizational obstacles.