Amanda asked:

I can see that the awareness process done twice before and after the sales process, Mr. Williams, do you recommend doing this before or after the start in the sales process?

Adel Williams Hi Amanda,
Thank you for asking, good question, I think you meant that the Awareness process done before and during the sales process if I am not mistaken.

Yes, the Awareness process is must done before starting in the sales process and can be done also during the uncover stage (asking questions) or during the presentation stage, the Awareness process is divided into two parts:

A) Awareness about a common existing problem.
B) Awareness about a solution which has been applied with different account and how the solution solved their problem.

The Awareness process is important for the following reasons:

1. To let the customer aware about the existence of the problem in other accounts which exactly the same problem that the existing customer has, this will create a comfort level that the customer is not facing the problem alone and would be interested to know how the problem has been resolved.

2. Let the customer know how the other customers implemented a solution which resolved the issues (obviously your solution).

3. The Awareness process will lead the staff members and decision makers spread the word about a much better solution available and prepare them psychologically to accept the change for better outcomes.

Please refer to chapter 3 and 7 examples.
Hope this will clarify the Awareness process
Kindly let me know if you have any more questions.
Best regards
Adel Williams
Image for APWS Selling, The Most Effective Sales Method Used for Over 57,000 Sales Calls
by Adel Williams (Goodreads Author)
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