Many of our customers stand out for their technical excellence. They put their heart and soul into creating solutions that make them successful on the world market. But this passion has not only positive sides. The strong technical orientation means that new projects are judged almost exclusively on whether you have a solution that you believe meets or exceeds the requirements described.
It is easy to forget that technical feasibility is often only the smaller part of the order probability.
Sales-related questions such as:
– How is the competition/existing supplier positioned?
– Do we have access to all key buying center contacts?
– Do we understand the personal and business goals of the contacts?
– Can we formulate our value propositions in such a way that the customer can perceive a real difference from the competition?
are often neglected.
87% of all customers prefer their existing supplier, as new suppliers do not offer sufficient added value to justify switching.
World-class sales organizations are characterized by making many no-go decisions based on outstanding sales skills. Unfortunately, many organizations cannot even agree on a common definition of the word “decision maker.” Thus, there is a lack of a common methodology that makes qualification of projects an organizational competence.
My Tip:
Define your ideal customer profile, your ideal project profile and develop your sales, non-technical qualification criteria based on a common sales methodology!
Contribution by Pierre Martin,
Managing Director CEVEYCONSULTING GmbH
#CEVEYGROUP #CEVEYCONSULTING #sales #sales methodology #sales productivity
