The benefits of taking it slow

{ Posted on Jun 02 2014 }
Categories : Strategy

Let’s face it, when presented with a potential sales deal it’s easy to have a ‘high speed mentality’, wanting to get the deal signed and sealed as soon as possible. It’s understandable. After all, we all know the importance of responding quickly to an enquiry and ensuring a timely negotiation and installation. However, there are also benefits to be gained by taking a step back for a minute and slowing down the initial sales process after that initial fast response.

Taking it slow

Taking it slow

We’re talking about the information gathering stage, where we ask lots of questions in order to understand the needs of the customer and propose a suitable solution. The question is, are you asking enough questions and are you asking the right ones? Don’t rush this stage – the more information you can gather here and the more questions you pose that will get the customer thinking and understanding the true nature of the issues they are attempting to solve, the smoother the rest of the sales process will be.

So, what do you really need to ask? Most customers are looking to solve an issue, so let’s identify and address the pain points of that issue and make the customer really consider the potential ‘risks’ of not solving it…

  1. What is the issue the company has and how long has it affected them?
  2. What is the issue currently costing them in terms of money (increased costs, lost revenue), lost productivity, lost flexibility, low staff motivation, poor response times etc? What could they be achieving if it was solved?
  3. What have they done (if anything) previously to try and solve this issue? Did it work at all? If yes, how and why has the issue returned? If not, why not?
  4. How much did the previously tried solutions cost them? In monetary terms, time and productivity? What do they think they need to try next?
  5. Why do they think they need that particular solution? Do you agree or do you have other options?
  6. If they don’t fix this issue what will the impact be to their business financially? Will they save money on connectivity? Will they lose money on lost productivity? Will they miss out on future opportunities? Will they be unable to grow and expand?
  7. How much more could they achieve if a solution was found to this problem? Consider reduced costs, improved productivity, improved flexibility, disaster recovery options, staff motivation, customer service improvements, response times, increased sales opportunities, improved communication, company reputation and more.
  8. Who has the authority to make the purchase decision? How do they usually approach such decisions? Are you in contact with them and if not how do you establish contact with them?

By clearly discussing these points the customer will better understand how important it is to solve the issue they are facing and how ‘needed’ the solution you are proposing truly is- making the rest of the sales process easier as they will be more on board. So, take the time to consider this important stage in the process carefully and ensure you give it the time it deserves.

To learn more about selling connectivity from Entanet contact us on 0333 101 0000 or email bespokesales@enta.net.

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