Note: This posting is based on my weekly “Thank God It’s Monday” that helps you and your company thrive!
This week’s focus: configurable products and services
If your company offers configurable products or services that are complicated to sell, you will lose out on sales opportunities and, ultimately, undermine growth if you don’t have an appropriate guided selling solution.
Too many companies view selling inefficiencies as a “cost of doing business” and fail to address this need before the company hits the wall. The issue boils down to being able to efficiently configure, price and quote based on a customer’s unique requirements using configurator tools provided. If it’s too hard, too complex, or takes a disproportionate amount of selling time, your sales team and channel will not invest the time and energy.
How do you know here are storm clouds on the horizon? Subject-matter experts are required to hand-hold sales, dealers and/or customers through the configure-price-quote process. You rely on people rather than an appropriate tools. Your current process isn’t scalable and won’t perform as the business grows.
If your company is acquired by a company, the acquiring company and its channel partners may quickly turn-off to selling your product undermining the growth potential and value for both companies if you haven’t provided an appropriate guided selling solution. Remember, in a large, diverse company, your value proposition is but a few line items of a larger company’s offerings. You compete for mind share. If you make it easy, you win. If it’s hard, you lose.
If you are experiencing these challenges, isn’t it time you invested in correcting this so you, your dealers and sales people can thrive?
Thought for the week:
“This Veterans Day (November 11th), let’s thank all those who have served our nation in uniform and remember those who made the ultimate sacrifice.” – U.S. Senator John McCain
What do you think? I welcome your blog comments!
Dave Gardner, Gardner & Associates Consulting
© 2012 Gardner & Associates Consulting All Rights Reserved
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