6 Phases &

Proof Points

SAP Sales
Methodology
Overview

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 At Every Phase…

What the What Can You

Customer To Move
Wants: Mindset Do: Prior to this phase Forward?
Goals In This Phase When can you move to the next phase?
Desired Experience The Main Goal Disqualification / Delay Criteria
Tasks

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 F - Recognize E - Consider D - Evaluate C - Select B - Negotiate A - Purchase

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 Stage 1 – Need

F - Recognize E - Consider

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 F - Recognize

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 F - Recognize

What Customers Want

Mindset Goals

Desired Tasks
Experience

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 F - Recognize

What To Do

Prior to this phase In this phase

Understand The main goal

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 F - Recognize

Can You Move Forward?

When can you move to the next phase?

Disqualification / Delay Criteria

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 E - Consider

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 E - Consider
What Customers Want

Mindset Goals

Desired Tasks
Experience

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 E - Consider
What To Do

Prior to this phase In this phase

Understand The main goal

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 E - Consider
Can You Move Forward?

When can you move to the next phase?

Disqualification / Delay Criteria

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