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You’ve been moving through the consultative sales process, and you’ve reached a point where you and your client agree that your services are what their business needs. Great! Now it is time to drive the sales process forward in a time-efficient manner by deciding upon deadlines and milestones. 

At High Performance Sales, we teach online sales courses geared towards people who may be new to sales. Regardless of your role within a company — sales, communications, HR, finance, or other, it can be extremely valuable to know how to sell your services. One of the most valuable things a manager can do for their team is ensure they receive the proper sales training. 

Consultative selling is a process that is highly driven by listening. We have discussed the initial phases of this process in some of our previous blogs. By the time the client has shown interest and you have determined that your service is likely to align with their needs in some capacity moving forward, it is time to lay out next steps for them, and agree upon a working approach to accomplish certain things by certain dates.  

Give Them A Map

Your potential client never wants to feel in the dark during any point of the sales process. Being as transparent with them as possible about where the sales process is headed will be a key part of your success. 

When providing a purchasing map for the client, we typically talk about the 4 most common phases that someone will go through as part of the buyer’s journey. These four steps are:

1. Assessment
2. Solution 
3. Alignment
4. Action

At High Performance Sales, we take a deeper look at each of these steps, and how you as the seller can guide the client through each one. 

The Joint Timeline

Having an agreed upon timeline helps drive the sale, and holds the client accountable for not allowing the sales process to fall through. When you have a joint timeline, your client knows exactly what to expect at each phase, and also knows that you are doing your due-diligence on your end of the timeline. Every time you both clear a hurdle together and reach an agreed upon milestone, you build more trust with the client, and this can help move the deal towards the final sale. 

On the other hand, a joint timeline can help reveal the other party’s level of commitment, and save you from wasting time with customers who are not genuinely interested. If the client is not engaging in the milestones that you have laid out for them, then this is a good sign that you need to take a step back and determine if they truly want to buy, and if it is worth you investing more time and energy into that sale. 

Next Steps

There are countless internet resources that claim to teach you the best way to sell. However, getting on a consistent plan that has been proven through years of practice and University-level teaching from our very own Karl Uselman can help you quickly get a handle on what you need to know.  If you are interested in receiving a more in-depth resource that covers the consultative sales process, visit our website to get a free copy of 21 Tips For High Performing Sellers. 

If you have even further interest in learning how to create, market, and sell high end services, consider looking into an online sales training course at High Performance Sales. We help people of all industries expand their income streams, and grasp that extra revenue that is just within reach for their company.