At what stage of the ENGAGE sales cycle do we first discuss a solution concept with the customer?

In the ENGAGE sales cycle, the discussion of a solution concept with the customer occurs during the Solution stage. This stage follows a thorough understanding of the customer's needs and involves presenting how a product or service can address those needs effectively.

During the Solution stage, the salesperson builds on the insights gathered from previous stages, such as assessing customer requirements and identifying specific needs. It's a critical point where the salesperson can align the proposed solutions with the customer's expectations, demonstrating the value and benefits tailored to the customer's unique situation.

This discussion is essential for helping customers visualize how the solution will work in practice and how it will resolve their challenges or fulfill their objectives. By engaging in this conversation, the salesperson fosters trust and provides the customer with a sense of direction toward the purchase decision.