The solution is complex and very exciting. Regardless of whether you sell business process automation (BPA) or other solution, it is likely that you have a tough job, which means a lot of complexity.
This stuff's chess; this is not a piss.
There are dozens of decision-makers, and though not all of them have to say "Yes", there is a chance that either of them will say "No". You can face any competitor project within the company and political and financial landscapes can quickly change
STRONGMAN offers a stunning model and simple shortcut that will help you find a successful solution.
I'll spell it out, and it'll be very brief on all key areas.
And the solution
T refers to the timeline
R for verification
O for options
N is needed
G for galvanizing
M for the money
refers to the Authority
N Negotiations Needed
These are critical areas that deal with the sales cycle.
Does the brochure fully agree on the beginning of the engagement, you should soberly judge whether you have a bona fide, legitimate solution to them. Otherwise, why bother you?
If the buyer has a legitimate project to sell, what is the exact timeline? The execution timeline? Is there a fascinating event or deadline that led the project?
Forget having fun and serving a view that does not actually look at the project. If you are simply in research mode (as opposed to review mode), I would suggest balancing this project with opportunities in the upgraded stage to increase your sales success.
What are the options for the customer? There are at least five options:
1. The solution
2. Competitor (s) solution,
3. Build yourself or develop your own home
4. Do not do anything
5. Improve or update their existing processes (perhaps by adding resources or performing training). You should be able to sell the options available, especially the option chosen by most companies – which "improves or updates existing processes".
Do you need to understand the need and whether the client agrees with what you need? Plating.
This is my favorite. Do not forget that sales are not entertained and served – not entirely. If you work with clients who do not immediately replicate your calls, they do not bring other key partners to meetings, do not post-purchase processes, or do not show other key indicators that are not as active and committed to the sales process as you are, you have to accept your commitment or move on.
M, if there is a moving project, funding the project has been approved in advance? Does this funding match the cost of the solution and all related costs – for example, staff whose prospects need to resort to the solution? Are you sure about the fiscal cycles? The sources originate from:
1. Project budget,
2. Cap Ex (Capital cost, which requires a high level of alert),
3. Op Ex (Operating Cost)
4. Ministerial Budget
And in mind, most companies are able to overspend on budgets or borrow from other budgets, about the same proportion as my wife – which means they can do it – so do not let the negotiator it only stifles him for a certain budget.
The champion is one thing, the authority is different. Is senior management aware of the project? Who is the specific authority that is related to signing contracts, making purchase orders, reviewing legal documents, developing and implementing training programs, technical review and implementation, user acceptance, etc. If it offers sales solutions, it should be extended to a wide range of individuals, all of whom have a legitimate authority.
Many times, real sales do not start until you have time to negotiate. But want to hear the saddest piece of sales solution: The negotiation process typically occurs when a sales representative renounces most of the concessions and this is also the point where in most cases the customer is already in the decision to go ahead. The sales representative is explored for sources that have a post-purchase purchasing resource (for example, legal, technical staff, educators, purchases) and somehow the sales representative commits himself to starting throwing away his own proposal. This is crazy.
This is STRONGMAN. I have been using it for almost ten years in my own business and as a tool for an enhanced authorized sales training. I hope that it is an effective model for your solution success.
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