Close your prospect’s 3 milestones and get to consistent sales.

What milestones? Selling is about pitching a product, correct? Most sellers start with key solution details and facts, missing what prospects need to hear. Founders believe that their views, explanations, and solutions are sufficient to motivate change. It works sometimes, but not consistently. Why?  Early on, that is not the potential buyer’s priority.  First, prospects are focused on completing their three milestones. Buying decisions are held up by open milestones.

Good changes happen when there is a clear, sensible answer for every milestone.

Each step requires a compelling answer that anchors their decision to buy and change. Here are my versions of the milestones:

- Why should I trust you on this?

- Do you understand my problem the way I see it?

- How does your solution address my fear of change?

Think of a recent big decision with meaningful outcomes tied to changing. Would you have dared this without trust? If your point of view is not heard and accepted, do you have faith in the seller? How much gain is necessary to overcome the hassle and risk of change? Small gains are not very compelling, so the decision swings back to the current method.

These responses explain why the three milestones matter.

Go against the grain; keep selling the solution. Wallow in unpredictable revenue. Or be purposeful. A founder figures out what the prospect wants to hear and plans and designs each point. Be intent. Cover the milestones. Close more sales. 

I’d love to hear what is on your mind; please share at converse@marketenabledsales.com