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Previous: What's a customer worth? by Janet Attard When you are selling big-ticket products or services, there's a lot more at stake than just the final dollar amount of the contract. On the customer's side, your product or service will in some way affect their business and profitability. And because of that, the decision to buy your product will ultimately reflect on and perhaps have an effect on the career and reputation of the people who make the buying decision. On your side, there are considerations such as the time and cost of getting the sale, and the effect the terms of the deal will have on your business operations, profitability and, ultimately, reputation.
More: Managing the Sales Negotiation Process Posted by Janet Attard on March 7, 2008 at 8:48 AM | Comments (3)Comments Great idea's! I would like some direction as to what type of opening pitch to use, and what types of questions to ask to unspoken clients needs. Posted by: Lisa Mathews on March 10, 2008 at 10:53 AM The right "pitch" isn't really a pitch, IMHO. It's more a matter of getting to know those large companies that you've identified as potential clients and building relationships with them. Those "relationships" may start out either as an awareness of you as an expert or source of information about products or services the big organization needs, or, depending on the situation, a bit of free consulting, or free sample, etc. Tradeshows, networking groups. conferences, and other clients can all be ways to start developing such relationships. Once you have some kind of relationship, then casual conversation and/or consultative "selling" help you determine customer needs. For instance, your potential client may talk about a process that's takes them too long to do - and it's something you can help with. To find out what the real issue is - and if there's any hidden agenda, you'd ask questions.. the questions would depend on the situation, but they might be things like, "How long has this been a problem"? "Why hasn't it been fixed"? "Who's resonsible for this now"? "How does it impact the business"? "Gee, did this just get dumped in your lap"? "How much would it save the company if the process were speeded up"? Etc. The questions and informal discussions would help you determine both if the company is a good target and at least hint at what the real pain might be and what it's worth to the company to fix the pain. Then, the intiial "pitch" becomes more of a continuation of the conversation. Depending on the circumstances and the prospect, the conversation might go like this: "You know, John, there is a way you could speed up that process without incurring a huge expense. I'd love to stop by and discuss this with you when you have some time. What's a good day next week?" Posted by: Janet on March 10, 2008 at 12:21 PM |
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Copyright 1999-2008 by Attard Communications, Inc. and by the individual authors. |
Great stuff
Thanks for allthis info, it helps keeping in mind im new to the marketing fied and the site is very insoghtful and resourceful
Thanks and god Bless
Savio
M:055 8896604
savio@ideas.ae
www.ideas.ae
Posted by: Savio D'souza on March 8, 2008 at 12:11 PM