How To Close a Neverfail Sale
Summary
This Knowledgebase article provides information about how to close a Neverfail sale.
Closing software sales is a much different selling endeavor than closing hardware sales.
Software sales are technical in nature, logical in description, and abstract in application whereas hardware sales involve providing ‘feeds and speeds’, typically technical data to describe the major component along with speed and accuracy features, to show value versus performance.
Procedure
When closing Neverfail, remember the following six points:
- Ensure your prospect’s questions are addressed and answered in detail. The more information you can provide in presentations and demonstrations, the more credibility you build for yourself and Neverfail Continuity Engine.
- Make sure you understand the prospect’s pain and make recommendations that solve the problems using Continuity Engine. This will allow you to ensure you have properly position Continuity Engine to win.
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Don’t lead or sell on price, sell on value – present your solution and explain how it uniquely solves the problem at hand.
Customers will pay for high value solutions!
- Highlight the maintenance and support features that Neverfail offers. Remote installation, one year of updates and patches, etc., and how these services are bundled to provide worry-free usage.
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Remind your prospect that Neverfail is not a new company. They have been around for over 20 years with a staff that has nearly two centuries of combined continuity experience. They are not simply buying a technology but are partnering with a world-class technology team.
- When your customer needs support, Neverfail will be there. Each support engineer practices professional services and support which customers will connect with a level 3 support engineer all the time. They will never bounce customers around between engineers.
Keeping these talking points in mind when closing a Neverfail sale will assist you in being successful.
Applies To
Not Applicable
None
KBID-1077