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One of my coworkers made a great observation the other day. He said "Selling software isn't selling solutions, it's still "moving boxes" they are just smaller."

The SOLUTION comes from how we integrate the software, hardware and workflow to solve a customers problem, even if they didn't know they had one.

My best solution this year involved a sale of a 240w, but the solution part was going into the customer's office, examining their workflow for engineering documents, training the customer on their existing 3rd party software and how to maximize the capabilities of the machine.

This customer had frustrations from not knowing how to use our machine and their own software. The solution I sold them eliminated those frustrations and made them see me as an irreplacable part of their business.

It's worth pointing out again, this is not something I "Threw in" to get the deal on a copier, this was something I charged the customer for.
JasonR - Fabulous response- You hit the nail on the head and your managerhas done well also. Solution - as it is defined is fixing a problem.

Software can be a box sale as much as the hardware. It is when you assess what the customer needs are and give them a unique solution inclussive of hardware and better ways to do work that it becomes a solution.

And your right, customers are willing to pay for solutions. I just closed an 18,000 deal that is all gross profit except gas and tolls. It has no software or hardware in teh deal- just my assessment and business process changes which will better utilize the technology they already own!

YEah - this deal also confused the office manager - "What do you mean we aren't shipping them anything - how can that be..." Hahah

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