Hitting Quota Got You Down? Do This Instead
Self driving cars. Content on demand. Drone shipments. Rockets that come back. The world is changing dramatically! Is it any wonder that the old way of selling things may be taking a hit? The good news is there's a more modern way to sell that increases win rates and can even shorten sales cycles. Introducing assessment based selling. It you’re looking to crush quota and start winning more deals it needs to be your go-to. Read on to discover why.
What is assessment based selling? If you don’t know the answer to this question, this is about to be the “light-bulb” moment you have been waiting for. The assessment allows you and the customer to see what the their current environment looks like, and just as importantly, to guide them towards a better future by doing business with you. Assessment based selling is a proven way to better satisfy customer requirements while dramatically increasing your win rates.
How does the customer benefit? You will be able to offer an accurate proposal and one that is customized to meet their specific needs. Instead of being “pitched” something they are actively engaged in getting to the final solution. The customer owns the future state proposal as much as the sales rep as the selling model is highly collaborative.
How do I benefit? In short, you’ll win more deals. Period. Why? Because we live in the information age, and your customers are using all kinds of “big data” to make improvements to their workflows. By using an assessment based sales process you are hitting all the right buttons by providing actionable intelligence for them to make better decisions, using their own “big data for print”. If you want to have a C-level conversation you won’t do it with speeds and feeds. To talk at a strategic level you need to use assessments to talk about workflow and solving business problems. Assessment based selling allows you to do that!
What kinds of things do I include in an assessment? 4 important areas you will look at are: Financials, workflow, infrastructure & end user requirements. Let’s take a closer look:
Financials: Here you will work to uncover all costs related to document production, especially the ones that customers don't think about on a day to day basis. Most customers have no idea how much they are spending on print in the office and the assessment will help you to uncover that.
Workflow: You’ll need to look closely at how are they doing things today and help them find more efficient and rewarding ways to do them tomorrow. People aren’t printing documents because it’s cool. They are using them in some kind of workflow and you need to help them understand if there is a better way. Giving them ways to make day to day tasks easier and more efficient is a sure fire way to get their attention (and open their wallets!).
Infrastructure: Typical sales reps simply try to do a “like for like” replacement of assets, but we need to ask more questions to come up with real solutions. An assessment based sales process allows us to do that! Do they have too little or too much to accomplish their business needs? Is I.T. getting the support it needs to run their environment effectively? Does the physical environment support the workflows?
End-user Requirements: eople matter. Assessments encourage us to ask if the tools and methodologies available to them are helping or hindering their day to day efforts. I’ve seen more than a few deals shot down because they didn’t take user considerations into effect. Understanding the “cultural” realities of an office requires us to pay attention to the people doing the work. This is vital in an effective assessment sales process.
“Assessments are hard!”: If you are doing them with a clipboard, printed maps and questionnaires, spreadsheets and a mountain of configuration pages, I would agree! Of course it doesn’t have to be this way. Modern assessments are conducted using digital tool-sets that allow you to do everything in one place. Tools allow you to decrease the time it takes to do an Assessment while increasing the accuracy and professional output. A quick call or email to DOCassess will get you on the right path.
The days of crushing quota by selling just the merits of the equipment are far behind us. Customers have access to more information than ever before and they expect you to bring your A game. The assessment process allows you to work together with the customer to create a proposal that is tailored to their needs current and future, they will feel vested and part of the process and not just like you are trying to sell them something. By selling with assessments you’ll start winning more deals and dramatically improve close rates by providing what customers are really looking for: Fixes to their business issues.
Now it’s your turn to join the conversation! What experiences do you have with assessment selling? Have you won deals using assessments that you would have otherwise lost? Or, on a sadder note, have you ever lost a deal to a competitor who provided a wicked assessment? Your experience and opinions matter, so leave your comments below!