Selling solutions is complex and very exciting. Whether you are selling Business Process Automation (BPA) or other form of solution, you are likely to have a difficult job that requires a lot of complexity.
The chess of these things;
There may be dozens of decision-makers, and although not all of them have to say "yes," chances are that each of them can say "No". You can face any competing projects across the enterprise and political and financial landscapes can change quickly
STRONGMAN offers a convincing model and a simple acronym to help you sell your solution. (19659002) S STRONGMAN
S is a solution
T is for chronology
R is for review
O is for Options
N is for need
G is for galvanization
M is for money
A is for an organ
N Is for Negotiations
These are the critical areas to be addressed in your sales cycle
Does the prospect fully agree with the start of the engagement, you need to be sober in your assessment if you have a good faith decision about them. Otherwise, why worry?
If the customer has a legitimate project you are selling, what is the exact timeline? Schedule for execution? Is there a convincing event or deadline for this project to emerge?
Forget the entertainment and service of the prospect that is not really in the project review. If they are simply in a research mode (against a review mode), I would suggest that you balance this project with more advanced options in your pipeline to increase your sales success.
What options do you have for your client? There are chances to have at least five options:
1. Your decision
2. Your Competitor (s) decision,
3. Build it yourself or unwrap it internally
5. Improve or upgrade your existing process (perhaps by adding resources or conducting training). You must be able to sell against the available options, especially in the option most companies choose – which is "improving or upgrading existing processes." Do you know the need and do the client agree with you what he needs?
This is my favorite. Do not forget that you are not in sales to have fun and serve – not exactly that. If you are working with customers who do not return your calls in a timely manner, do not bring other key contacts to the meetings, do not expose you to post-purchase processes or show other key indicators that they are not as active and engaged in the sales process as you are 19659002) M, Money
If the project is on the go, is the project approved in advance? Does this funding cover your costs in terms of your decision and all related costs – such as the staff you will need to make your decision? Are you sure about fiscal cycles? Does funding come from resources such as:
1. Project budget,
2. Cap Ex (Capital Expenses Requiring High Level Exclusion),
3. Op Ex (Operating Expense)
Keep in mind that most companies have the ability to exceed budgets or borrow from other budgets at the same rate my wife does – meaning they can do so – so never a negotiator you only beat for a specific budget. A, body
A champion is one thing, an organ is another. Is the Chief Executive Officer even aware of the project? Who is the specific authority with regard to: signing contracts, preparing purchase orders, reviewing legal documents, developing and implementing training programs, technical review and deployment, consumer acceptance, etc.? If you sell solutions, you should better be exposed to different people with legitimate authority over each one.
Many times the actual sale does not start until there is time for negotiations. But you want to hear the saddest part of the sales of solutions: The negotiation process is usually when the seller cuts off the most concessions and it is the moment when the client has in most cases already decided to continue. They expose sales of resources that are purchasing resources after buying (such as legal entities, technical implementation specialists, trainees, people buying), and in some way the vendor feels obliged to start to deviate from his own proposal. This is crazy.
This is STRONGMAN. I have used it for almost ten years in my own business and as a means of enhancing sales skills. I hope you find it an effective model for your successful selling solution.