At what stage of the ENGAGE sales cycle do we reach initial cost alignment with the customer?

In the ENGAGE sales cycle, the stage of "Understand and Align" is crucial for establishing initial cost alignment with the customer. This phase is centered around understanding the customer's needs, pain points, and budgetary constraints. It allows the sales representative to gather information about the customer's expectations and financial parameters, ensuring that any proposed solutions fit within their financial framework.

At this stage, the sales professional works to align the product or service offering with the customer's requirements, which includes discussing potential costs and helping the customer understand the value that can be derived from the investment. By achieving initial cost alignment during this phase, the sales professional sets the groundwork for smoother negotiations in subsequent stages as the customer is already informed about what aligns with their budget and expectations.

In contrast, during prospecting, the focus is primarily on identifying and qualifying leads, with limited interaction regarding costs. The "Close the Deal" stage involves finalizing terms and agreeing to a price but is more about sealing the deal rather than initial discussions of cost. Lastly, the follow-up stage typically involves nurturing the relationship post-sale and monitoring satisfaction, without revisiting initial cost alignment discussions.