Do you remember the days when Sage sales consultants would sell 3 to 5 new ERP systems weekly just by answering the phone? Do you recall the times when end users would not complain (too much) about the total cost of product and implementation because you had prepared your resellers and customers in advance? Proper preparation would often eliminate any surprises for you and your client when total cost would become a point of discussion.
What happened to the good old days when new system sales were easier to land? What I believe has happened is that software sales consultants have not prepared their prospects for the ultimate presentation; you know, the one that includes the total cost, including the price of the product, maintenance, deployment and training.
Further, a practice seldom used by sales consultants today is the ability to upsell to existing customers. For example, vertical-specific enhancements that integrate seamlessly with Sage 100 ERP (formerly known as MAS 90/200)
One of the major reasons why potential enhancement solutions often turn into missed upselling opportunities is because many software sales consultants fail to make an effort to study the industry in which their prospect or customer work.
This is why conducting a complete business analysis is so critical. In addition to learning about your clients and their respective industries, inquiring about the responsibilities of each employee within a company’s structure is vital, especially in terms of listening to your customer’s specific requirements and asking the right follow-up questions. Asking constructive questions and offering a wide range of enhancement solutions, tailored to fit the needs of the prospect, are strong suits of most Sage Resellers.
Don’t forget to visit relevant vendors and partners at Sage Summit 2013 (July 21-26) in Washington, D.C.
Sage, Sage 100 ERP, Sage 500 ERP, Sage CRM and Sage Software are trademarks or registered trademarks of Sage. All other trademarks and registered trademarks mentioned herein are the property of their respective owners. This article may be freely reprinted or distributed in its entirety in any e-zine, newsletter, blog, or web and social media site. The author’s name, bio and website links must remain intact and be included with every reproduction.
Bill is recognized as a top performing senior level executive with multiple years of proven success in sales, management & business development
He’s considered a leader in Sage Software ERP solutions, business-to-business direct sales and business development. He’s developed successful sales teams & is adept at analyzing growth opportunities & managing operations to meet corporate objectives. He’s also been successful in building an online Sage LinkedIn Community with 8,200+ members.
Contact: Bill Kizer