Pro tip: This kind of roadmap is also called a mutual action plan. Check out how to build one, plus get our free template!
Once you understand how your prospect’s company moves through the purchase process, you’ll know which activities you’ll need to do to support them (and which ones aren’t worth your time). Knowing this in advance will help you set up the right meetings, product demonstrations, or Q&A sessions with the right people, at the right time.
Lots of decisions need to be made to get the outcome you want. Play the role of a guide that moves this deal forward through the maze of decisions to get there faster.
Qualifying questions to discover the decision process include:
What departments will we need to get a "yes" from for this deal to move forward?
Who within those departments is responsible for making that decision?
Is there a set timeline for when you intend to make a decision?
What obstacles could get in the way of you making a decision?
5. Paper Process
I have to admit, I hate administrative stuff. It’s my least favorite part of sales, and it always seems to crop up right when I thought a deal was about to close. You can’t stop these things from appearing at the last second, but you can be prepared for them.
The paper process stage helps you uncover legal and administrative aspects of the sales process, like:
Terms and conditions
Service level agreements
Data protection terms
Custom pricing
Payment plans
Regulatory or compliance requirements
The legal process and legal approval
Complex licensing agreements
Think of it as the "fine print." It might give you a headache, but it’s easier if you tackle it head-on.