➜ Maintain

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

Streamline the Path from Interest to Lasting Buy-In

Getting to the Decider

Learn how to identify and connect with the Economic Buyer to align on critical investment priorities. This module provides tactics for engaging Deciders early in the opportunity funnel. This involves recognising cues, asking targeted questions, and creating opportunities to involve the Decider.

Selection Squeezer

Learn how to guide prospects through a focused prioritization process using the Selection Squeezer technique. This module provides a structured approach to narrowing down options and clarifying needs. By offering a 'menu of options,' you'll engage prospects in meaningful conversations that highlight their most critical challenges.

L.A.S.E.R

Learn to narrow your focus within the opportunity funnel by identifying high-impact opportunities and addressing only the most critical needs. The L.A.S.E.R Framework provides a five-step process to eliminate distractions and prioritise opportunities that will deliver the greatest returns, ensuring a more efficient and effective sales approach.

Start by understanding the SaaS Decision Cycle

The SaaS Decision Cycle consists of three phases: Information Gathering, Proof, and Negotiations, with three key criteria driving the decision-making process: Cost, Your SaaS, and Thread.

Maintaining Momentum in the Proof Phase is to keep the prospect engaged as they evaluate your SaaS solution. In this phase, the prospect is weighing the viability of your solution against other options and assessing how it can deliver tangible value. As a Sales Rep, your goal is to solidify their interest and keep them moving forward in the decision-making process.

How it works: Maintaining Momentum in the Proof Phase is about reinforcing the value of your SaaS solution while addressing any concerns that may arise. You’ll focus on delivering proof points that align with the prospect’s priorities, such as success stories, case studies, or tangible outcomes. You'll be on their side almost like being an employee of the company. By doing so, you help the prospect stay confident in their decision, allowing them to build a solid business case for the Decider.

Next: How To Seal the Deal

FAQs: Mastering the Proof Phase

1. What exactly is the Proof Phase in SaaS Sales?

The Proof Phase is where you demonstrate the value and fit of your SaaS solution to your Champion. At this stage, your Champion has expressed interest in your product and needs to see how it addresses their specific challenges. It’s about proving that your solution can meet their needs through product demos, case studies, and testimonials. The goal is to build confidence in your solution, showing its effectiveness in real-world scenarios and helping the Champion feel secure in their decision-making process.

2. How can I effectively navigate the Proof Phase with my Champion?

To navigate the Proof Phase effectively, it’s essential to keep the conversation focused on your Champion’s specific goals and pain points. Collaborate closely with your Champion to ensure they understand how your solution directly addresses their needs. Leverage product demonstrations, trials, and real-life success stories to illustrate the benefits. Throughout the phase, continue to reinforce the relationship by actively listening, addressing concerns, and tailoring the proof to meet their unique situation, ensuring the Champion remains engaged and confident in moving forward.

3. Why is it important to get buy in from your Champion during the Proof Phase?

Getting buy-in from your Champion during the Proof Phase is crucial because they will be your advocate in securing approval from other decision-makers. Their support helps ensure that the product’s value is clearly communicated within their organization, increasing the likelihood of a successful outcome. The Champion's buy-in also signals that they believe in the solution, which builds trust and momentum, making it easier to move into the final stages of the sales process. Without this internal alignment, the deal may stall or face resistance during the negotiation phase.

Maintain Momentum

with your Champion

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

Maintain Momentum during Solution Proof

Go alongside your Champion during solution reviews

Streamline the Path from Interest to Lasting Buy-In

Getting to the Decider

Selection Squeezer

L.A.S.E.R

Ready to maintain momentum with your Champion during Proof Phase?

Start by understanding the SaaS Decision Cycle

The SaaS Decision Cycle consists of three phases: Information Gathering, Proof, and Negotiations, with three key criteria driving the decision-making process: Cost, Your SaaS, and Thread.

FAQs: Mastering the Proof Phase

Ready to Build Trust and Open the Door to Deeper Conversations?

Let's connect

Step 1:

Step 1:

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Step 2:

Step 1:

Step 1:

Step 3:

Step 1:

Step 3:

Ready to simplify?

Contact Form

Maintain Momentum

with your Champion

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

Maintain Momentum during Solution Proof

Go alongside your Champion during solution reviews

Streamline the Path from Interest to Lasting Buy-In

Getting to the Decider

Selection Squeezer

L.A.S.E.R

Ready to maintain momentum with your Champion during Proof Phase?

Start by understanding the SaaS Decision Cycle

The SaaS Decision Cycle consists of three phases: Information Gathering, Proof, and Negotiations, with three key criteria driving the decision-making process: Cost, Your SaaS, and Thread.

FAQs: Mastering the Proof Phase

Ready to Build Trust and Open the Door to Deeper Conversations?

Let's connect

Step 1:

Step 1:

Step 1:

Step 2:

Step 1:

Step 1:

Step 3:

Step 1:

Step 3:

Ready to simplify?

Contact Form

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