From the course: Sales Discovery
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Decision making and approval process
It's been my experience that by asking the right probing questions, most buyers are very open and willing to tell you what their pain points are and what's needed to solve their situation. However, when it comes to specifics about budget and who's involved with the decision-making, evaluation, and approval process, your prospects become much more guarded. Even for the most experienced sales professionals, it can feel a bit like a poker game as you try to read the responses from your contact to determine if they're telling you everything. They may feel like they're giving up their control if they lay out all of their cards on the table early in the call. However, understanding their process and getting this information is essential, as it impacts so many factors going forward. Some companies follow a formal review and approval process with the acronym RAPID that was developed by Bain & Company. The mapping for this involves…
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