In IT sales you are always missing that one or two new features that is required for you to win the next big deal. It is the constant conflict between selling what you have vs. selling the vision to the customer and what you are building for the next release.
If you find your self in this situation - One thing to remember is that you have properly managed to sell a lot of business without the new features that you missing.
So maybe you can work your way around it by focusing on one of these elements:
- Use reference to other customers that have not been using this feature
- Analyse the customer business pain - is this feature really important to him to achieve the benefits?
- Suggest a work around and explain how that is just as good
- Focus on other areas of the business problems that you are trying to solve
- Explain that it is coming soon
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