Person: Begin by identifying the buyer you’re working with— what is their role within the company, and how are they affected by the business issue that you are attempting to solve with your product? Problem: Ask yourself, “Does the person think that the problem exists?” This is determining whether the buyer thinks there is a […]
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When you get into the demo, focus on the customer’s problem—This is what they care about, not your product. What happens after the demo is what matters in the second part of your process. In this part, you want to focus on implementation, answering questions & objections, and making sure that you can integrate […]
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“Depending on the size and scope of your sale and implementation, you might need to go high up in the organization to find the economic buyer. Typically, vice presidents can approve smaller enterprise purchases, under $10K–25K/year. As you move into the $25K–$100K range, purchasing decisions will need to run through senior vice president and executive […]
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Instead of allowing people to request a demo on short notice, give yourself some space and time to prepare for your product demo. The magic of running your demo the right way is that the selling happens before and after the demo. If you want some help with your Demo Design process or any […]
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There are four buyer types in every enterprise sale. 1️⃣ The User Buyer – This is the person, or the team of people, who will use your product every day. 2️⃣ The Economic Buyer – This is the person who will write the check—the person whose budget provisions the purchase. 3️⃣ The Technical Buyer – […]
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