Increasing Predictability, Reducing Risk: The Pipeliner Selling Sytem
Follow the each stage of Pipeliner Selling System to reduce risk and increase chance to close more deals.
Sales Process Alignment
The reason salespeople need a process is because buyers follow exact journeys. If a salesperson isn´t following along, they are going for the close when the buyer is much further back in their journey. That´s a rapidly lost sale. In fact, we should view a sales process as something that helps salespeople, not something that hinders or confines them.
So how can the sales process align with a buyer’s journey? This is where the Pipeliner Selling System comes in—for each stage of the System is designed to dovetail with each stage of a natural buyer’s progression.
When a buyer begins their journey, they are an Investigator. They are seeking out possible solutions for issues they are experiencing in their company. The job of a salesperson is to focus in on this prospect, and also to focus the buyer’s attention. That’s why the first stage of the Pipeliner Selling System is Focus.
Following the Sales Process
The buyer follows a natural progression, and each of the Selling System stages directly corresponds:
- Following the investigation stage, the buyer becomes a Prospect and the salesperson enters the next phase of the Selling System, which is Engage.
- When the prospect has successfully been moved through the Engage phase, they become an Evaluator. The corresponding phase for the salesperson for this part of the journey is Convince. This is where the sale is actually made.
- Following the Convince stage, the buyer then becomes a Customer, moving into the Close stage of the Selling System, where a new process begins.
- As the new process is applied to the customer, they are targeted for Advocate status. The phase of the Selling System that applies here is Cooperate, because advocacy is a collaborative process.
The Pipeliner Selling System is comprised of the common denominators to most or all sales processes. It is designed to reduce your risk and leverage your opportunities. Download this free ebook to learn more.
Table of Content:
- Why a Selling System?
- Focus
- Engage
- Convince
- Close
- Cooperate
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