When we go about acquiring new business, try to position yourself as Socrates and the customer as the student. For a successful deal closure eventually the customer needs to be convinced of our solution offering to him.
Hence what the customer seeks from the enterprise software provider is to be their IT consulting partner and guide them with right solutions. Customer is not looking for disconnected products, but a set of integrated IT components which coordinate seamlessly in their IT environment.
- Act as an IT solution partner instead of just selling product.
- Engage with the customer more before outright selling. Understand the customer pain areas in totality and not just restrict to your domain. This helps establish mutual trust.
- Propose a solution road-map to the customer which aligns with customer's short term and long term plans.
- Be receptive of customer feedback and act on it.