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Where in the four key stages in the sales cycle do you think it is essential to be customer focused?
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1 Answer
The obvious answer is you need to be customer focused in all four, but I am guessing that's not the answer you are looking for.
I'll assume the four you are talking about align with the four that we work with, Renbor use EDGE, Engage, Discovery, Gain Commitment, and Execute. I would say that it is essential in both the Engage and Discovery, but I would give Discovery the edge (couldn't resist). It is in that stage that with proper alignment you can do the most to align with the buyer's Buying Cycle/Process, and truly create a buying environment.
This involves using question that will at the same time encourage the buyer to think through matters at more than a surface level, and the seller build credibility and trust through their approach. This will also allow you to be proactive and direct the pace and direction of the interaction.
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