About SaaS Simplified

Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:

• First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information Gathering Phase.
• Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase.
• Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.

The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:

• Gain the Benefit of the Doubt,
• Maintain Momentum,
• Seal the Deal.

That’s my promise to you. Thanks for stopping by.

You can find more of my content on ⁠https://saassimplified.io/ ⁠

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About Episode #18

Topic: OBJECTION HANDLING.

What you will learn? The MANSART TECHNIQUE for Handling Objections.

🎓The following episode explores the MANSART Objection Handling Technique enhanced with a Bridging Statement. This combined approach allowed me to effectively counter objections by initially establishing credibility, before leveraging the 'Pattern' within the Mansart Technique to secure a favorable outcome.

// Michael Feichtner