Developing Your Sales Pipeline: Gaining the Signature

Last Tuesday Tech Tip we reviewed the Sales Process from Wikipedia listed as:

1. Prospecting / initial contact
2. Preapproach - planning the sale
3. Approach
4. Need assessment
5. Presentation
6. Meeting objections
7. Gaining commitment
8. Follow-up

I trust you know that objections are the opportunity for you to collect information about what is truly important to your potential client and how they communicate their reservations to you so that you may help them overcome their general distrust of change.  So let’s skip to how technology can help you gain commitment.

Using tools to make it easier for any documentation signage is important to multiple roles in your organization.  Some of these tools that we like to use, or others we know use are as follows:

• Adobe EchoSign
• DocuSign
• RightSignature

And if you are wondering if an electronic signature is valid – as of the year 2000’s ESIGN Act, the answer is yes.  As for your ERP tool, this is where you definitely want to upload documentation whic is associated with your client. 

Make it easy for you client to say yes, and make it easy on yourself to find that documentation later!