Podcast episode
The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell)
30 Minutes to President's Club21 Jan 202550 min
Description
Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast. Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward. Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively. Stage 3 Power Agreement: Secure buy-in from decision-makers and key stakeholders. Stage 4 Commercial Agreement: Reach consensus on pricing, terms, and conditions. Stage 5 Vendor Approval: Navigate internal processes to finalize and approve the deal. Map these stages to your sales cycle, define clear exit criteria for each, and identify opportunities to combine calls or stages to accelerate deal velocity. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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I'll see you there. So let's do a quick rattle of the five sales stages, the exit criteria for each, the common people involved in achieving that exit criteria, and then the ways you can get that exit criteria. So stage one is what we call problem agreement. “Your champion is usually the stakeholder who needs to agree that there is a problem that” is worth solving for the organization. The most common way that you will get to problem agreement is through a discovery call. But there are other ways that you can get problem agreement that you might not be thinking about. Right. So one example of this is you might have a conversation with them and they think they have a problem, but you and the prospect need to validate whether or not that problem
“Validation, and possibly even an initial business case, just to really show that we can manage” all of your integrations and things like that before we even get to the next stage. Right. So then for solution agreement, bad solution agreement sounds like, Armand, we had a great demo and they asked me for pricing. That is not concrete enough. That is not explicit enough to exit that stage.
usually what you're doing is you're saying, hey, did we achieve that exit criteria? And then you're using your steering wheel again to say, awesome, so the next step that will achieve the next exit criteria is a demo or a meeting with power or whatever it might be. So the beginning and the end of the call are oftentimes acting as your steering wheels. And those happen in every single call in your sales cycle. “And then the middle part of the call in a discovery call, those are discovery questions” on a demo. It's the demo itself on a presentation to power. It's a business case or a proposal or a presentation. That middle part of the call is your ignition that actually moves you forward and gets you to achieve the exit criteria. So again, to recap, agenda sets the exit criteria
changes the way that your team sells. And the biggest one that you don't want to miss is our live sales kickoff masterclass. Go to 30 MPC dot com backslash SKO to save your seat. I'll see you there. Right. And in the five minute drill, what I am doing is I am trying to validate with the “prospect whether or not we hit that exit criteria. And so the way that I do that is I ask three” questions at the end of the meeting. Do you want to buy? Not literally, but do you want to keep looking at this? Is this worth your time to keep exploring to buy this thing? When do you want to buy? I'm trying to get a sense of the timing for when they want to have something like this in place because this helps me qualify. Is this worth our time right now? And then I advise them on how