The above line almost sounds like “Pssst, I will tell you the hidden rules of making a sale”, but it is not. To truly and accurately grasp the psyche or bearing of your prospect is a never ending process because the variables are dynamic and one cannot always go by logic to ascertain the next step. However, one still has to pursue and persevere and meet multiple stakeholders during the process, each one having their own concerns which bundle up together as the problem statement. Let us delve into some of the key pointers or philosophies to be followed for erp solution selling.
In the Services & Consulting industry, and particularly in the ERP domain, the prospect himself goes through an internal sales cycle whereby an identification of need transcends to a space time continuum whereby the need has become want and the offer in hand falls in perfect alignment. This journey can take few weeks or even several years which explains that you shall meet innumerable objections and obstacles during your path. While trying to sell a solution, the most important aspect is to adjudge where the prospect is sitting in this cycle. At the same time, it is not definite that this is a linear path with defined stages.
At the core of an erp adoption is the cost-value curve. However the best solution sellers are those who surpass this parametric definition and intimately link themselves to the business objectives for the client. In other words, you need to critically process the existing challenges for the client by listening deep; and based on that prepare a charter for him for the next several years wherein your solution will be an essential component in helping him realize his vision and mission.
Hence, clients are more often inclined towards good listeners, and not those who plainly glorify their solution as the best in the market. Take it like building blocks. Your block might be the best but unless it finds synchronicity with the place where it has to land, there are chances of rejection. Solution selling is about speaking a common language, of instilling the faith that your services will help the client effectively implement the best business practices, and that you have thoroughly comprehended or deciphered the various components or phases for this journey that shall be collectively pursued. It is this sense of relationship building that takes true erp service providers far ahead in their practice.
It must be mentioned again that as a solution implementer; you shall meet a varied set of individuals who will put you to task in their own ways. Hence solution selling is more of an art and it takes sound judgment to prepare for every state of affair. This art can include putting yourself in his shoes and presenting a neutral stance. Perhaps you may even have to put forward what is not achievable through your solution against the desired outcomes; in order to strengthen your authenticity & credibility. While the future can never be precisely ascertained; the best solution sellers are those who can either create that picture for the prospect or else if he is well informed with clear visibility; become an essential part of that framework themselves!.
In the Services & Consulting industry, and particularly in the ERP domain, the prospect himself goes through an internal sales cycle whereby an identification of need transcends to a space time continuum whereby the need has become want and the offer in hand falls in perfect alignment. This journey can take few weeks or even several years which explains that you shall meet innumerable objections and obstacles during your path. While trying to sell a solution, the most important aspect is to adjudge where the prospect is sitting in this cycle. At the same time, it is not definite that this is a linear path with defined stages.
At the core of an erp adoption is the cost-value curve. However the best solution sellers are those who surpass this parametric definition and intimately link themselves to the business objectives for the client. In other words, you need to critically process the existing challenges for the client by listening deep; and based on that prepare a charter for him for the next several years wherein your solution will be an essential component in helping him realize his vision and mission.
Hence, clients are more often inclined towards good listeners, and not those who plainly glorify their solution as the best in the market. Take it like building blocks. Your block might be the best but unless it finds synchronicity with the place where it has to land, there are chances of rejection. Solution selling is about speaking a common language, of instilling the faith that your services will help the client effectively implement the best business practices, and that you have thoroughly comprehended or deciphered the various components or phases for this journey that shall be collectively pursued. It is this sense of relationship building that takes true erp service providers far ahead in their practice.
It must be mentioned again that as a solution implementer; you shall meet a varied set of individuals who will put you to task in their own ways. Hence solution selling is more of an art and it takes sound judgment to prepare for every state of affair. This art can include putting yourself in his shoes and presenting a neutral stance. Perhaps you may even have to put forward what is not achievable through your solution against the desired outcomes; in order to strengthen your authenticity & credibility. While the future can never be precisely ascertained; the best solution sellers are those who can either create that picture for the prospect or else if he is well informed with clear visibility; become an essential part of that framework themselves!.
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