Are you hearing things like “seems expensive” or “we don’t have budget?”
Are your prospects telling you “seems expensive” or “we don’t have budget” or “we’re not adding any new costs right now?”
What they’re really telling you is — “I don’t see the #ROI.”
Sure, your champion wants you to send a proposal. Not much is more exciting to hear than – “We’d love a proposal…”
There are slick ways to make your price seem attractive – bump up the list price, waive implementation fees, include a high anchor price, then reduce it with a “discount.” But when you’re selling to the enterprise, you’re selling the CFO. When that proposal hits the CFO’s desk, she’s only gonna see a number and ask:
“What do we get for this?”
Established companies and procurement teams REQUIRE a cost-benefit analysis for ANY significant purchases, even if the business team has budget.
If you send a proposal without a clear ROI assessment, you’ve lost the sale.
The next time your prospect tells you — “We’d love to see a proposal” – your next step is to collaborate on the ROI and why they should buy.
ANNOUNCEMENT: I’m running a LIVE Training next week – It’s a complete self-assessment of the 9 #Sales Accelerators. If you’d like to join…
***Send an email to firstname.lastname@example.org with the word *TRAINING* and I’ll send you the registration link. ***
#startupselling #startups #saassales