The MedMen Show: Fast, Smart Insights for B2B Sales Professionals Sales Paper Process: Common Pitfalls That Stall Deals
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Nov 13, 2023 The hosts discuss common misconceptions and errors in the Paper Process, emphasizing the importance of timing, dependencies, and understanding customer expertise. They also highlight the significance of involving key individuals early on, using the process as a negotiation and pricing strategy.
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Paper Process Is People, Timing, And Dependencies
- Sellers overfocus on the 'process' in Paper Process and miss people, timing, and dependencies.
- Buyers rarely know every step; assume incomplete knowledge and discover the people, timing, and dependencies instead.
Don't Trust The Customer To Be A Buying Expert
- Customers are not experts at buying solutions like ours, so their stated process can be incomplete or change.
- Expect evolving information and avoid blindly trusting early answers about how the paper process will run.
Forgetting Expense Processes Illustrates Buyer Gaps
- Andy compares buying infrequency to forgetting an expense process after a business trip.
- He uses his own monthly expense confusion to illustrate how buyers forget infrequent, complex processes.