Catalyst Sale Podcast: Sales Training | Sales Strategy | B2b | Selling | Marketing

Do you introduce additional risk by selling after "Yes"? We've discussed many topics on the Catalyst Sale podcast since the launch in October 2016.  This week we discuss selling after yes and the confusion that comes with lack of clarity around expectations. This is something that likely happens when the sales process is rushed, either by our side or the client's side.  If you skip steps or rush the process, you tend to make assumptions.  When these assumptions are revisited, they can lead to confusion, a need for clarification, or worse - a lost deal. Questions Addressed What are the risks in selling after "Yes"? What does it mean to sell after “Yes”? What advice do we have for the new sales rep who might be prone to continue to sell after “Yes”? Key Takeaways Ask the important questions to ensure fit and feasibility - i.e. can we solve the problem, can the customer actually implement? Understand the challenges the customer is running into.  Address them with your solution, in the context of their problem