![]() ![]() This is a prerequisite for the successful sales of your cloud offering. Creating and providing hands-on, in-person sales training that transitions a sales team from selling a product to selling a service and using assumptive closes all must be accompanied by a clear top-down directive that cloud technology is the new business model with 100 percent buy-in, without exception. Incorporating a relevant sales strategy for your sales team and actively participating in that process is a core requirement. Here’s an example: “Our product, per access control door, consumes X amount of bandwidth over X amount of time and has a latency rate of X which is an incredible feature.” How about this approach instead: “Our system operates in real-time and takes up very little bandwidth.” Relay information simply and your sales process will in turn be simple. Step three – Frame technical features in nontechnical terms.Developing the ability to gently guide the conversation to business outcomes and steer the conversation down a thought process that educates/enlightens your customer lets them know you’re listening to them. Solving “A” may ultimately provide increased efficiency, reduced risk, or greater productivity. While they probably already know what their objective is, they probably don’t associate that with business outcomes. Step two – Understand why they have said objective. ![]() Listen to them and stop trying to tell them about all the feature sets of your product before you’ve given them a chance to show you the easy path to winning them over.
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