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Sales can be a complex, unpredictable journey, especially for B2B sales teams engaged in project-based selling. However, with the right methodology, you can turn even the most challenging deals into a repeatable process. At WhyBravo, we’ve developed the Deal Clock Sales Methodology, a consultative approach that guides you hour by hour through the sales process, helping you close deals more effectively and boost long-term client relationships.
Whether you're handling large-scale projects or managing long lead times, this approach helps ensure you’re building a lasting relationship and progressing deals consistently. Here’s a breakdown of each hour of the Deal Clock and how it can transform your sales process:
1 - Prospecting: Filling the Pipeline
The journey starts with prospecting—proactively reaching out to potential clients and filling your sales pipeline. Without a full pipeline, even the most skilled sales team will struggle. At this stage, focus on creating intrigue to capture the attention of decision-makers. By doing research on your prospects’ needs and positioning yourself as someone who can solve their problems, you increase your chances of securing that crucial first meeting.
Consider techniques like sending personalized information packs or leveraging referrals to stand out in a crowded marketplace.
2 - Building Rapport
Once you’ve secured time with a prospect, it’s time to build rapport. Establishing a strong connection early is critical, especially in project-based sales where long-term relationships are essential. At this stage, identify key decision-makers and influencers within the organization. You want to figure out if you’re talking to the right people and, if not, who else needs to be part of the conversation.
A simple yet effective way to build rapport is by listening more than you speak. Take notes, ask questions, and show genuine interest in solving their problems. By showing that you understand their challenges, you begin building trust—an essential ingredient for successful deals.
3 - Gathering Intelligence
By the time you reach 3:00 on the Deal Clock, you should focus on gathering intelligence. This involves diving deep into the client’s needs, challenges, and aspirations. Your goal is to understand what problems they’re facing and how your product or service can bridge the gap between where they are now and where they want to be.
A helpful acronym here is BCOP: Backstory, Challenge, Outcome & Process. Use these categories to frame your questions and extract critical information that will help shape your sales strategy.
4 - Building the Logical Case
At 4:00, it’s time to build the logical case for why your solution is the best fit. This stage focuses on numbers, measurable results, and practical benefits. Lay out the logical reasons your offering will save them money, increase efficiency, or solve a pressing challenge. By presenting a data-driven case, you’re helping the client justify their decision to choose you.
For instance, break down how much time or money they’ll save with your solution. When your logical case is airtight, it becomes easier for the client to justify the investment.
5 - Building the Emotional Case
While logic is essential, people ultimately make decisions based on emotion. At 5:00, focus on building the emotional case. This is where you address the intangible factors—like trust, security, and peace of mind—that influence buying decisions. You’ve already connected with your client at an intellectual level, but now you need to create a personal connection.
Ask questions that bring out the emotional side of their challenges. What happens if they don’t solve this problem? What pain have they experienced with other vendors? Let them feel the weight of the issue so that your solution feels like a relief.
6 - Repeating the Case
At 6:00, you repeat back the key points your prospect has shared. This is where you summarize their problems and repeat the benefits of your solution, ensuring that both sides are aligned. This step reinforces that you’ve been listening and have a thorough understanding of their situation.
By succinctly restating their needs and your proposed solution, you’ll help your prospect feel heard and build further trust.
7 - Reverse Qualifier
The Reverse Qualifier at 7:00 is one of the most powerful yet underused techniques in sales. Here, you softly check whether the client is ready to move forward without applying pressure. A well-placed trial close sounds like: “If we can tick all the boxes you’ve mentioned—like timeline, pricing, and delivery—would you be ready to partner with us?”
By asking this question, you gauge their commitment before diving into formal negotiations. If they’re on board, great! If they’re hesitant, it allows you to address objections before moving forward.
8 - Presenting Your Solution
At 8:00, it’s time to formally present your solution. This is where you showcase how your product or service directly solves their challenges. Personalization is key—don’t present a generic proposal. Instead, tailor your presentation to highlight how your solution will meet their specific needs.
Focus on the key pain points and how you’re uniquely positioned to address them. Whether it’s a physical presentation or a digital one, make it visually engaging and client-specific.
9 - Delivering the Proposal
Once you’ve presented the solution, the next step is delivering the proposal at 9:00. A well-crafted proposal is comprehensive and personalized, addressing everything discussed up to this point. This is not just a quote; it’s a detailed plan of how you will solve their problems.
Consider using tools like Proposify or Qwilr to create visually appealing, easy-to-sign proposals that stand out and track client interactions. A good proposal makes it easy for clients to say "yes."
10 - Negotiation
At 10:00, you may need to engage in negotiation. The key to successful negotiation is focusing on terms first, price second. If a client raises concerns about pricing, address it by offering flexible terms or adjusting timelines instead of immediately lowering the price.
Always aim for a win-win scenario. Keep the conversation collaborative, focusing on how you can both come out ahead.
11 - The Close
At 11:00, it’s time to close the deal. This is when you seal the commitment. A simple yet effective close sounds like: “To get started, all I need from you is [X], and we’ll begin working on [Y]. How does that sound?”
The goal is to make it as easy as possible for the client to commit and for you to move forward. Avoid weak closing phrases like “let me know if you have any questions” and focus on a clear next step.
12 - Celebrating the Deal
Finally, at 12:00, it’s deal time—the moment you’ve been working towards! The deal is signed, and it’s time to celebrate the hard-earned success. But remember, the Deal Clock is a circular process. This is not the end; it’s the beginning of building a long-term relationship, securing repeat business, and setting the stage for future deals.
Ready to Implement the Deal Clock?
Mastering the Deal Clock will help your team develop a consultative sales approach that fosters client trust, closes deals faster, and leads to more successful project-based sales. At Why Bravo, we can help you implement this powerful methodology and provide the tools you need to take your sales performance to the next level.
Interested in learning more? Ask us for a copy of our book The Future of Selling for an in-depth exploration of the Deal Clock and other game-changing sales strategies..
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