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Selling Large AccountsSelling large accounts your product generates a rush the best salespeople in the world can’t get enough of. This is particularly true when the solution has a positive impact on your customer’s business. When a large customer enters into a profitable business relationship with your company, it’s hard to find a better sense of accomplishment.
Selling large accounts your business solution is where you will make the most money of your career. It is a world where customer relationship management is critical. It’s also the place you will find your stiffest competition. If you don’t have a proper game plan you won’t stand a chance. There are a huge number of factors a salesperson must take into account when selling large accounts a business solution. It takes time and careful planning to fully exploit the potential opportunities an account may offer. Make sure you are prepared before you show up in front of the customer. To properly qualify the opportunity at a large client there is one question you ultimately need to ask yourself: Can I win this deal and is it worth winning? To answer this question you need to assess a variety of things related to the opportunity. The things you need to look at are directly tied to your customer relationship, your business model, the competition and you. Let’s take a look: Customer Factors Do I know my customer’s business? Do I understand my customer’s industry? Do I know who my client’s competitors are? Do I know what my customer’s target market is? Do I know how my solution will increase revenue or decrease cost for my customer? Do I know the decision maker(s)? Do I know the influencers? Have I done an organizational chart analysis to determine a sales call plan? Do I understand the business issues or challenges my solution will address? Do I understand how my solution will personally affect the decision maker and influencers? Do I have a relationship alignment model? Does the customer have budget for this expenditure? What is the timeframe the customer is looking to complete the transaction? Competitive Factors Do I have a business differentiation strategy? Who are my competitors? What are my competitor’s value statements? How is my product viewed by the customer in comparison to my competition? Am I selling a commodity? What is my competitors customer relationship strengths? What is my competitors weakness when it comes to the customer relationship? The “You” Factor What is my value statement? Why should the customer buy from me? How is my value statement different from my competitors? Does my solution truly address the customer’s business need? Can I deliver what the customer is asking? What resources in my own company can I leverage to make my position more compelling for the customer? Do I need partners to deliver the solution more effectively? Does the possible customer sale generate the revenue and profit required by my organization? Is pursuing the deal worth my time? Would my time be better served pursuing business elsewhere? Is my product or service a good fit? Can I close this deal? The sales considerations listed above give you a solid understanding of your situation going into a sales engagement. Don’t settle for average. Give yourself every edge you can over your competitors. They are looking to drive you out of the market. Perhaps you should return the favor. Thanks for reading. Good selling.
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