Mike Fraser is the CEO of cloud consulting firm VDI Space and guest blogger for the Recovery Zone
Over the years I’ve seen communications break down many times during the sales cycle. When it does, you’re guaranteed to have major issues closing deals. The first key to communication is asking the right questions. You don’t want to go down the road of spending a lot of time on a potential sale to find out the prospect has no funds budgeted for the types of services you’re selling.
The next step is to ensure that the technical and business decision–makers are on the same page. The technical person may like a particular solution but that doesn’t mean the business decision–maker is on board. The goal is to make sure that there are business benefits that are just as important as the technical benefits. It’s also important to ensure that your prospect understands the financial benefits. Remember, there are driving factors, business and technical, for why an organization is planning on spending money on whatever solution you’re presenting.
Also remember that the goal in every sales cycle is to build a long term relationship with a prospective client. The best relationships are built on the best communication. It’s better to be upfront and honest, than to simply say what the prospect wants to hear. Remember to always present solutions as the trusted advisor, the consultant, and not as a sales person. This makes communication easier because people want to hear what consultants have to say, but do not like to be sold to.
Lastly, make sure all important communications are recapitulated in electronic form, so you have a reference point at a later point in time. Accountability is the true way to ensure the most transparent communications in the sales process.
To learn more about VDI Space, visit their website.