Top tips to selling a solution. (Management News and Products).In today's competitive technology sector winning more and higher value business is top of the corporate agenda. However, a survey by KPMG/CSSA of IT sales Professionals shows an alarming number of sales professionals in the IT sector are not selling solutions to meet customers' business needs, but products with features. The following practical tips, it is claimed, will help sales professionals to win more business by turning a product feature sell, into a solution sell. * Research the prospective customer by using business intelligence that provides background on the company, the market it operates in, its competitors COMPETITORS, French law. Persons who compete or aspire to the same office, rank or employment. As an English word in common use, it has a much wider application. Ferriere, Dict. de Dr. h.t. and its business plans. * Get regular industry information updates, subscribe to Verb 1. subscribe to - receive or obtain regularly; "We take the Times every day" subscribe, take buy, purchase - obtain by purchase; acquire by means of a financial transaction; "The family purchased a new car"; "The conglomerate acquired a new company"; regular news updates from publications and industry analysts to keep up to date on your prospects and markets. This could present you with an opportunity to make a sales call. * Conduct a business requirements analysis--once you're you're Contraction of you are. you're you are you're be in the door, offer to conduct a review of the prospects current business practices, objectives, and impact on business if they didn't did·n't Contraction of did not. didn't did not didn't do make improvements. This will provide the opportunity to demonstrate the value of your product or service and position you as a partner rather than a supplier. * Be honest by telling prospective clients when you don't don't 1. Contraction of do not. 2. Nonstandard Contraction of does not. n. A statement of what should not be done: a list of the dos and don'ts. believe your solution will solve all of their problems. This can add value to the client and position your organisation as the sort of partner they would want to do business with now and in the future. * Develop a network of contacts throughout the company to spread the risk of business, and maximise Verb 1. maximise - make the most of; "He maximized his role" maximize exploit, tap - draw from; make good use of; "we must exploit the resources we are given wisely" 2. the potential of the account. It will also help you to demonstrate Return on Investment if the client can get a better deal by rolling out in more than one department, or throughout the organisation. * Don't burn bridges--before you speak to another contact in the organisation, gain the approval of your initial contact. * Encourage global take up of your solution. Although it may seem to reduce the potential sales revenue from dealing with separate departments, it will spread the risk of business and help your prospect reduce administration costs and maximise benefit. * Build relationship and rapport The former name of device management software from Wyse Technology, San Jose, CA (www.wyse.com) that is designed to centrally control up to 100,000+ devices, including Wyse thin clients (see Winterm), Palm, PocketPC and other mobile devices. with all stakeholders Stakeholders All parties that have an interest, financial or otherwise, in a firm-stockholders, creditors, bondholders, employees, customers, management, the community, and the government. involved in the decision making process. Earn the right to sell your solution by asking the critical questions that will enable you to position your solution and demonstrate that you understand their business issues and requirements. * Show the board how your solution will benefit their business by communicating in their language--demonstrating cost savings, Return on Investment, and real business benefits. Something that the growing number of board-level decision makers will understand. * Demonstrate understanding of the company's business--all decision-makers, including those at board level, will appreciate, and expect, you to know their business -financials, area of business, and new products launched for example. * The best business is referral business--Keep your customers satisfied and they will become your best leads. You can also use existing customers as advocates to show how companies with similar problems and pains have benefited. www.onesource.com |
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