Selling a process change with a maturity model

Question

The company I work for has a great piece of software, but the sales process frequently gets held up by our inability to create a proper vision that the prospect can conceptualize when it comes to integrating our solution into their existing process. I believe we need to spend more time on selling the process change and how it will positively impact their operations vs. selling the data generated by the software itself. Does anyone have any experience/guidance around doing this and potentially using a maturity model to do so? I've heard some sales influencers talk about this and curious if others have had some real world experience with it.

Accepted Answer

People buy based on Time &/or Money savings &/or if it makes them Feel/Look Good. Does your sales process help outline the benefits at those levels? If the person you're selling to does realize a personal benefit of one of the above, odds are they won't buy your solution.

Answer

What are some ways that you feel will help?

Answer

You're looking at the cost of doing nothing vs the cost to move to your solution. Efficiency gains can be a bear to represent in $$, but honing in on that as an additional benefit from leveraging your solution is a good way to differentiate what you're doing.

Answer

What industry are you in, compliance?

Answer

It's a good approach to take to, selling the idea of process change. But I have learnt the hard way that no idea of process change will actually initiate a purchase. It's a long route, long game which needs to be played in a few cases.
The other cases, it will boil down to the purchasing capabilities they have.

Answer

All about quantifying the pain

goldenboy

Selling a process change with a maturity model

8 comments

goldenboy

Selling a process change with a maturity model

8 comments

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