sounds like if you're successful of this
key goal for the stage which is to get
buy-in it increases now your odds of
success because it puts you closer to
this process of pre-planning the the
purchase right exactly and which leads
to the next stage and in this stage
our goal is to get commitment out what
the actually going to buy and how to
make that purchase because after this
stage pretty much like nomads
influencers or key persons they already
made up their mind it's like a oh I i
want i want to buy it but they don't
know what to buy because we even for our
company we got three packages and
different package have different liquor
a time left you can buy one month maybe
three months or even half a year and you
can choose which package to pass or do
we buy your data from Boston love you by
accurate data from Boston and Chicago
exactly oh and some time client did its
if its first time did they don't know
that which can be that you need to buy
so we need to talk with them and figure
out hey this is your best customized
package and this is how to make it
happen because each organization in
order to make purchase happen
the process is different so we need
guidance from from keepers about how to
make it happen and until I want to ask
you the stage and that is you know at
some point you're going to have to start
talking about the price was a customer
and there's always a separate attention
i'm going to tell what the prices what
if it's too big like where this process
is that in pre-purchase planning that
you say hey this is what the solution is
going to cost i would say here let's not
talk about price let's talk about value
and so what yawns going to be doing here
is selling value
I mean this happens when people come in
an interview for a job at my company
they say how much you gonna pay me I
don't know how much i'm going to pay you
until I know how much value you're going
to generate for me and so here you don't
want them fixated on price you want to
establish here is what you have chance i
get get commitment on what to purchase
an inherent in that is the value that
what they're purchasing will give them
and so in his is case very clear you buy
this product with these features it's
going to give you this value and then
the second part of that is so important
and how and how how do we close the deal
what they're the exact steps that we
needed to be too now that we agree on
the value proposition and what the
product is to you buying the product
yeah so I really like the way that he's
broken it down and let's let's like
price it there because it only matters
relative to value so young selling value
first but I your stand you want to get
there and that's great but you also have
to now layout that very specific road
back road map to get from here to
closure to be getting paid which are the
future steps
yeah yeah I want to refer back to you
because bill is saying is very
significant
how do you communicate value to your
customer what do you say so actually
order to figure out the body these two
steps important because we can
understand better what these peoples
purpose
what if people want to achieve right so
at this stage i already have hypotheses
about maybe they want to achieve this
kind of purpose so that I need to prove
this value and a couple options for
attempt to achieve that so so that's
like durin the the entire process might
go is really try to figure out what your
purpose and what a value should i bring
so at this stage of the value even for
me it's already become something very
concrete so i can propose to my trying I
i believe this is the body about to get
and this is a couple options for you
great well I'm saying that timelines do
change but still tell us how long does
it usually take this is relatively fast
because we have been engaging with
clients for a couple months already
so usually they can make decisions in
couple weeks and even longest i was
saved maybe one much great