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Having success in sales has been the result of hard work and proven systems. Today, Dale shares his framework for owning the sales process and closing the big deals. In it, he explains the benefits of using a Joint Engagement Agreement (JEP) in order to really uncover the purchasing process within companies, and it allows the customer to own the process and come away with a win for the company.
Sales people focus on the sales process with very little consideration for the buying process. Sometimes sales people don’t want to ask hard questions because they don’t want to hear the answer. Using the JEP is a way for you to shepherd your contacts at the opportunity through the buying process, and in turn, it allows your contact to be the one to deliver a win to their company. That automatically makes your contact a champion for you within the company.
The framework Dale shares is his secret weapon to have fewer deals fall out of his pipeline. Dale explains why the better you are at managing your pipeline, the better the entire company can become. “Pipeline cures all evils” is a mantra Dale lives by!
Join Ryan and Dale for this and other tips on getting more deals completely through the sales process.
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