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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of how many calls that happens on. And then from there, that allows us to design a two call closed flow or a three call closed flow or a five call, 10 call closed flow based on how quickly we can get those things, depending on what our product looks like. “So if you know the things you need to get your prospect to agree to in the right order,” that allows you to start getting creative and combining multiple stages into one call and drive deal acceleration, because you might not need to do a separate demo if you can get them to agree to a solution in the first call instead of the second. So in this episode, we are going to start with how to establish your sales stages and
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
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” is actually a problem by doing something like a data or a process audit. So one example, when I sold ERP systems to law firms, law firms would always complain about the billing process and they would say, oh, we have all sorts of rejections and deductions and write downs on our bills. We need to solve this.
recap all the problems that they shared, all the problems that the champion shared in that first discovery call. Your second slide is you're usually giving a high-level overview of how you can solve them. One slide, hey you mentioned that you have these four problems, here are the three things that we do to solve those problems. And the third slide is a blank slide where you just have the “faces of each individual stakeholder on the call and you go one by one and you ask each person,” hey which of the problems that we mentioned are especially important to you or what did we miss that's particularly important to the compensation function versus the finance function versus the recruiting function. You want to make sure that each person has the opportunity to say yes all
You want to make sure, hey, are you still feeling good about this thing? It's sort of like you're there with your best friend on wedding day. You're in the back and you're like, hey, like we got this thing, right? Like, you know, this is the problem you want to solve. You know, this is the right solution. All right, great. You're still feeling strong conviction. Let's move forward. “Second thing you're looking for is tell me everything that you know about what Jane cares” about. What are the priorities that you have that are top priority for her? What are the things that you care about that you can't get her to care about? What are the things going on in other departments that she cares about? You're using your champion as pre-discovery. And then from there, you want to walk them through the call flow and the plan for the day.
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