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Case Studies
Microsoft Business Solutions-Axapta®
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Sales situations invariably reveal the most interesting set of circumstances, some of which put you on the "back foot". Imagine a scenario where a client is genuinely interested in your solution, but his parent company have said they will solve it for them, but it's going to take 4 or 5 years to complete in house. Does this mean that the situation is impossible to win? No, but it will need a strong business case to cover spending money in what is only a "gap" period.
Investment in Telecommunications
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How can a piece of software be worth millions of dollars? That depends on what it does for the client. In recent years, investment in technology was seen as an essential commitment to the future, and broadly received the support of most Board members. However, cynicism has increased around technology sales, and decision-makers now need hard proof of the benefits. The bigger the price tag, the better the proposal needs to be. How is this done?
Selling Additional Monthly Services and Reducing Emphasis on Price
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Many sales professionals fear the introduction of buyers into the sales process -often the initial price of the solution becomes subjected to a request for a discount. These requests are traditionally passed back to their own organizations... and the supplier's margins are immediately under pressure. How do sales teams use the balance between initial cost and monthly charges to protect their own margins, yet give the customer the apparent initial discount that they crave?
Customer Sponsored Up-Selling
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How do you know when you have an opportunity to effectively up-sell a Client?
Looking for the Unexpected Benefit
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Sometimes a solution will have an effect on the deployment of staff inside the customer's business. However, this is often difficult to realize for various reasons not least of which is the staff affected may be in your sponsor's department! Being creative in identifying the business benefits can allow a sponsor to justify the solution without impacting headcount.
Gaining Credibility with the Customer and Expanding the Scope of an RFP
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How do you make your proposal stand out from the crowd? It is increasingly difficult to differentiate your proposal from the rest where products are becoming commodities and the customer thinks that cheapest is best. Even when replying to a standard RFP, you must view this as an opportunity to make your proposal look better than the competition.
"A cracking tool - I cannot stress how much it has changed meetings we have with senior people."
John Cruickshank,
UK Sales Director, Equant
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