Sometimes you have strong interest from a client but difficulty in getting them to place the first order. Some discovery can help you get the process rolling...
How easy is buying from you?
Is your pricing customized for every deal or have you provided at least some estimated pricing? If your solution requires back and forth to get pricing, you may be perceived as difficult to work with. Clients want convenience...they will gravitate to solutions that require the least effort to acquire.
Client’s spend authority?
How does the client’s buying process work? Up to what amount can your client contact spend before requiring additional approval? This information can be a key that unlocks the first deal.
How to structure your deal?
How do you structure your offer so it fits within the buying process and spending limits mentioned above? Examples...
Break a project into multiple phases each of which fit these guidelines
Adjust payment structure, timing
Getting some guidance from the client contacts that want you to win will help you get the first deal!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/
Schedule some time - https://calendly.com/marc-kitz-sales-coach/25min
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