In this episode we discuss the Intent stage in the Powerglass Pipeline. In this stage, the Prospect is going to buy from you or a competitor. They are looking to reduce Risk. Often, this is the Negotiation phase where proposal terms and conditions are discussed.  You show why you are the right choice with customer testimonials, case studies of positive outcomes, comparisons to competitor(s), monetized your benefits. Work to list and answer objections honestly (develop trust). Show how your purchase process is easy, effective, and hassle-free.

Concept 1 - Prospect is on the Precipice - Your Prospect is intending to buy from you or a competitor and they are now looking to reduce risk in several areas:

1. They don’t want to overpay

2. They don’t fully trust you yet

3. They are not convinced my return is greater than my cost

4. What are the product/service guarantees and warrantees

5. What is my recourse if I am not satisfied

6. Who will be my contact(s) with the company

Concept 2 - Price Negotionations - Haggling over price happens in the Intent phase. Prospects know enough about their needs and budget, your price and terms, and most likely one or more competitors’ prices/terms. Everyone has learned to ask for a discount, given the worst answer is no. In sales to large companies, procurement has savings metric. This is why we did the ROI journaling in the Consider phase. Use all of this analysis to negotiate successfully to a win-win outcome. Value stack our offer to the price looks like a great high-value deal.

•You should be better than your competition, if not fix that!

•Support the price you give as the true price – Tell why

•Use your customer testimonials that talk about value received

•Sell your competitive advantages, not you price

•Sell the relationship you have developed (know, like, trust)

•Sell everything but price – quality, value, higher ROI

•Fact: 74% of price cuts are started by salespeople

Concept 3 - Time to Leverage the Relationship - Starting in the Awareness phase we have nurtured Know, Like, Trust. We have helped our prospect navigate their buying journey. We have provided educational content, we helped them clarify their challenges, identified their requirements, and helped set their expectations, answered questions. You were honest and transparent and provided testimonials and reviews.

Concept 4 - Overcoming Objectives - This is an important part of this stage to answer all your Prospects objectives. 

•First, acknowledge and validate your prospects objections

•You are covered here! Use the info in your Powerglass Journal

•Remind them of the Before and After and Transformation Promise

•Make sure they have a firm view of their Success Outcome

•Use appropriate Knowledge phase 50 Questions with answers

•Use the Consider phase Q-U-E process with answers

For more info head to www.targetoutcome.com/powerglass-pipeline and look for the Powerglass Pipeline Playbook offer.