When developing your sales process there are some basic questions of approach you must have well planned. Her are some good points to use as a boiler plate for expanding.
Who is your Market?
You are not selling to those who already have the solutions but rather to those who need the solutions and who might be reluctant to invest in the high end software.
What is your product?
How is the product is different from the well tested all inclusive brand name product?
How is the product perceived?
People are sceptical of the sales pitch from the sales person who does not use the product and are not na?ve about software and can recognise re branding.
What motivation to buy?
They do not want to be left behind and this is more important than how the product has been developed.
They need product that promotes best practice and addresses their needs.
The product provides solutions for problems?
Listen first before offering solutions?
Ensure a match of solutions for problems.
The software needs to be targeting the behaviours it seeks to improve and the first task in sales is to listen to the
THE PITCH
What are the problems and where the current packages are costly and inefficient? The sales person can anticipate.
Plan for facilitation of both the method of solving problems but also way of working with the processes of the organisation
Build in reviews to demonstrate the process of efficiency and effectiveness (you use specific models here)
Be inclusive of all stakeholders and departments concerned during buy-in with a face to face approach with key personnel (e.g. budget personnel)
Facilitation of the change process in the first 3 months of the project.
Be prepared to demonstration and do proving work on the products ability and effectiveness. This also serves to reduce the risk for all parties with better scope definition and accurate estimates for implementation.
Additional information .
Plan the sales process end to end using 5 step method. And don’t miss any steps. Most sales fail or abort late after costly investment for that reason.
This article was by ciontibuted Nada Mills
