The CorsPro blog is here to provide ideas, valuable insights and creative solutions for the presales process.
We’ve identified some common components that contribute heavily to a successful sales process. Here are three parts to a vital presales structure that leads to better technology solutions sales.
It’s easier than ever to create beautiful sales proposals that nobody ends up reading. Today’s buyer scans the cover page and immediately flips to the back, where the price is. Does this happen to your proposals?
Taking care of your customer starts from the very beginning, with a complete and accurate sales proposal. It takes time – sometimes lots of time. But if you don’t take the time you risk presenting your customer with an inaccurate or incomplete sales proposal. Read about the 5 pitfalls of incomplete or inaccurate sales proposals so you can avoid them.
Most organizations will say they have a qualification process. But whether or not it’s documented, being specifically and actively used is another story. Without asking the right questions, it’s very difficult to know if your solution is treating the symptom or the problem the prospect is trying to eliminate. Here are 3 main issues with most qualification processes
Is there a difference between a sales process and a sales method? Think of a process as a treasure map and the methodology is your compass. Read why it’s important to know the difference and to have both.
Sales cycles are taking longer. This makes sense. Customers are researching more and dragging out the process. So how can a sales person shorten that sales process?
Quality organizations realize the need to spend money on technology but they also are frustrated by the “nickel and diming” they perceive their technology providers are always doing. A monthly payment can remove that perception.
A proposal is your chance to influence, persuade, and ultimately convince your prospect. That means you need to appeal to the thing they most care about and are interested in. I’ve got a one-word clue for what that is: “Themself”. Not you, not your products and services, and not your marvelous NOC. Your proposal should totally focus on the challenges your customer is facing and your solution to fix them.
Sales – especially solutions-based sales or complex selling – is no longer about selling the buyer a really cool widget to solve the identified problem at hand. We are all doing research (and tons of it) before we even consider buying anything. The buying (and therefore selling) process has changed.