Sales Q&A

Question:

I am new to technology sales. As an offshore enterprise software services vendor, how can I effectively answer the following customer question: “What is the value your organization adds?”

Answer:

This is a standard question buyers design to put salespeople on the defensive. Take back control of the conversation by asking questions and creating open loops.

1. First, remember that enterprise customers only buy products for one of four reasons:

1/ Increase revenue

2/ Decrease cost

3/ Increase efficiency

4/ Decrease risk

2. Focus on the customer’s top 2–3 strategic initiatives.

3. Now, you can answer the “What value does your organization bring?” with…

“We’ve helped companies like yours including several in your industry to [insert value proposition]. Let me ask you a few questions to see if it even makes sense to schedule a more substantial conversation.”