Needs without Wants
Far too often sales leaders teach their reps to uncover their customers needs. Unfortunately, there is a big problem with this. Think about it in your own life. When you need something to you go out of your way to get it right then and there? Or do you put it off until later?
For example, if you have a leaky faucet do you fix as soon as you discover it or do you wait until it gets worse? For most people if the problem is not to painful, they wait until the pain becomes unbearable. Then and only then are they ready to do something about it.
But when you want something. You will do what it takes to get it as soon as possible.
The same principals apply to sales.
5 clues you should be aware of to verify if your software vendor can really deliver, or is just blowing smoke.
1- If they ask you to pay in order to see if the software will do what you want. That is a sure sign you may become the victim of a smoke and mirrors act.
2- If it takes more than a week to set up a demo that can prove they have the capabilities you need. You might be in for a very expensive solution that after your investment fails to live up to the hype.
3- If the vendor tells you that the value is in the service they offer, and their primary answer to your questions is “We can support that but they can’t show you”. You may be in for some big trouble if you buy.
4- If they can show you exactly what you want to see, and they can do so in a reasonable amount of time, that is a company that you want to work with.
5- If they can provide you with references without having you sign a letter of intent first, that shows they have enough satisfied customers that they have nothing to hide.
How to prove your solution is the right solution.
Ensure you have properly defined what problems your solution solves.
Ensure you understand the problems your prospects have.
Ensure your solutions align with your prospects problems.
Present evidence that eliminates any doubt about your solution.
If you are not sure how do develop a process that will allow you to provide the proof needed to win 99% of the time then a process improvement professional can help.
Customer Success Management
Customer Success Management seems to be the new buzz word in just about every industry. Businesses are trying to figure out how they can maximize revenue from their existing customers. One of the challenges they are having is trying to force old ways of thinking on to their customers while using new words to make it appear fresh and new.
This can have the direct opposite effect. The truth is entirely new processes need to be implemented. Implementing new processes is a full-time job and requires someone who is not invested in the status quo. Working with an independent consultant may be the best way to effectively enact meaningful change. In order for customer success management to be profitable your business must think outside the box. The best way to do that is to work with someone who is not already inside the box you currently have.
Customer Success Management is the future of account growth. Companies who work with professionals with the vision to see what those within an organization can’t, will be the ones who prosper the most. Many of the methodologies developed for customer success management can also be used effectively with your customer acquisitions team as well.
Businesses who are seeking greater profitability, and enhanced efficiency in their business operations would benefit greatly from working with a professional. Someone who could help them see the greater possibilities. With customer success management consulting they can greatly increase their profits.
4 reasons you lost your last sale.
Why did you lose your last sale?
Do you have a sales process or a list of ideas?
A process is a logical progression of steps. A list of ideas could be developed into a process, but is still just a list.
How do you know when your process is really just a list?