-
Typical sales people pursue the process through
getting the order.
-
Good sales teams follow it through the implementation
and the “Go Live” date.
-
Truly great sales teams track the process all
the way through the point in time where the buyer is able to “declare victory”
– the point in time where value is realized.
Building this “Transition Vision” with the customer of how
the customer will move from their current painful situation through “Go Live”
all the way to a Value Realization event is part of doing Discovery – and the
vendor that does this well enjoys a competitive advantage over vendors that do
not!
(By the way, the point in time where value is realized for
the customer is also the point in time when the customer becomes a
reference…)
No comments:
Post a Comment