Como conquistar um prospect resistente em vendas técnicas?

In technical sales or any sales motion, there should be a strong desire to change status quo. If there are no pains or challenges, there is no sale/outcome. You want to ensure that you understand the pains really well. And that your technical success criteria are aligned well to those original issues. Once the proof of concept has executed, you need to ensure all success criteria has been met. And this has been agreed / validated with the customer.

In my experience, understanding prospects business challenges and goals is of prime importance to correlate solution positioning

It's about understanding their business environment, reflecting their concerns accurately, and showing genuine interest in solving their problems. It should involve not just asking open-ended questions, but engaging in deep, diagnostic conversations to uncover underlying issues, whether they relate to budget constraints, timing, lack of authority, or specific needs and preferences.

Understanding the root cause of a prospect's resistance is key in sales. Employ active listening and empathy, using open-ended questions to delve into their concerns. Is it budget constraints, timing issues, lack of authority, unmet needs, or simply preference? Identifying these factors allows you to customize your approach, aligning your solutions with their unique challenges. This tailored approach demonstrates your commitment to not just making a sale, but to providing a solution that genuinely fits their specific business context and objectives.

Resistant Prospect: 1. Risk Averse, does not want to change the status quo: In this case highlight what he is missing. How he can take things to the next level. Identify pain and address the same. 2. Timing: Sometimes it's a question of timing. They may have invested into a similar technology or product and you have to keep the prospect warm without being pushy. When the opportunity comes you would be in the consideration set 3. Relationship: Strong competitive relationships may also increase resistance. The key is to build on your relationship and map more and more people within the prospect organisation.

Demonstrating value and credibility is about bridging the gap between a prospect's needs and your solution, with a focus on tangible outcomes and trust-building. It's not just about showcasing what your product can do; it's about illustrating its real-world impact.Utilizing case studies and testimonials effectively narrates success stories, making the benefits more relatable and tangible. These stories should ideally mirror the prospect's industry or problem areas to resonate more deeply.

After gaining a clear understanding of what the customer needs, align it with our services and illustrate how our service/product could alleviate the problem they are facing, and perhaps, how it will impact the overall organization. Make them the hero. Provide a real-life use case where our product/service has achieved something similar before. Make it familiar for them. Familiarity is reassuring and safe.

Once you understand their hesitations, the next step is to demonstrate the unique value and credibility of your services. This goes beyond listing features - it's about connecting your product and service capabilities to their specific needs and goals. I use a combination of data-backed results, customer testimonials, and clear ROI projections to build credibility. Demonstrating how similar clients have achieved success with your solution can also be a powerful tool in changing their perspective.

I think that a better way than demonstrating your solution, is to conduct a proof of concept. Especially if you are in the security software or management software industries. You can show the customer just how your solution can add value by solving real problems they face - by helping them in real-time.

To win over a resistant prospect, you must demonstrate your solution's value and your company's credibility. Use case studies, testimonials, and demonstrations to highlight how your solution addresses their needs. Leverage social proof, third-party validation, or industry recognition to reinforce your credibility. This approach not only showcases the benefits of your product but also helps build trust and rapport with the prospect.

In technical sales, objections are not just hurdles but opportunities to provide further clarity and value. The key is to view each objection as a chance to deepen the prospect’s understanding of your product. I approach objections with a problem-solving mindset, addressing each concern with patience and detailed information. This often involves providing case studies, white papers, or conducting tailored demos that specifically address their concerns.

Treat objections as opportunities to delve deeper. Understand whether it's an objection or an opinion and determine its basis—whether it arises from prior experience, perception, or peer reviews. Utilize the 'Feel, Felt, Found' technique, which can work wonders when addressing objections.

In tech sales, objections, and problems can and will come up at every single stage. It is up to you as an account manager or business development executive to listen to what your client's pain points are, and how you can satisfy them. In fact, some of their objections can even add value to your own product or solution. A recent example of this is when one of my clients requested a bi-weekly report for devices where an automated remote password update job was executed successfully. While we already were offering them a dashboard view for realtime monitoring of this functionality, a report for security audit purposes was a great value add in our solution, so we provided them with it FOC an included it as a part of our product!

I have always taken objections as buying signals. So when an objection is raised I am genuinely happy about it and it shows. Going through what the objection means, thoroughly stopping, taking it seriously and understanding it makes it possible to turn the objection into an opportunity

Objection’s believe it or not I thrive on objection. Let me tell you why. First if they are not objecting they are not listening and they will not ask questions which to me are buying signs. Absolutely ARM them, however I came up with a way that works. We are surely asking Discover questions and during these questions I am automatically thinking how I am going to use the answers and pain points to ARM an objection. They are more likely to believe their own words. Their pain points. To which I then paint a picture of how we will put a solution to it. That’s smart which will get the sale. I call this Think Smart Sale. From the beginning you should be thinking of objections and be well prepared for it.

For Saas, there are more to implement to create urgency : + Mention upcoming features, enhancements, or updates that will be rolled out in the near future. + Showcase the number of businesses or industry leaders who have already adopted your SaaS solution.

Inject a spark of dynamism into the dance of decision-making – choreograph urgency and scarcity as your lead performers. Cue the ticking clock of deadlines, the allure of incentives, the siren song of discounts, and the exclusivity of limited availability. Let the competitive pressure be the encore that compels your prospect to seize the moment. Unleash the FOMO effect, painting vivid pictures of the risks and costs tethered to inaction, transforming hesitation into swift, decisive action.

Creating a sense of urgency and scarcity can be a decisive factor in technical sales. However, it's important to do this tactfully. I often highlight the time-sensitive benefits of implementing the solution, like gaining a competitive edge or capitalizing on current market trends. Limited-time offers or exclusive features available only for a certain period can also create a sense of scarcity, prompting the prospect to act.

The final step is to confidently ask for the sale. This involves summarizing the value proposition, reaffirming how your solution aligns with their needs, and addressing any last-minute hesitations. It's crucial to be clear and direct in your ask, but also flexible and understanding. Sometimes, offering a phased implementation or trial period can help overcome the final hurdle.

For SaaS urgency, I say let them find and create their own urgency. You should be asking questions that brings them to urgency. By doing so you are creating that ah ha moment. With the opened ended questions you are allowing them to talk to bring them on their own realization of the urgency.

In a previous sales role, I was dealing with a prospect who was interested but hesitant. I used the trial close technique, asking, "If we address all your concerns, can we move ahead with the agreement?" Here, they mentioned a remaining concern about implementation time. I introduced a customer success story illustrating how our team expedited a similar implementation, alleviating their final concern. Using this real-life example, their objection turned into a reason to buy, leading to a successful close.

Para el cierre, es importante que el vendedor haya descubierto y entendido el dolor del cliente El embudo del dolor es una herramienta que consta de tres etapas: Conocimiento: debe realizar preguntas abiertas y escuchar atentamente las respuestas Entendimiento: debe analizar la información que ha recopilado en la etapa de conocimiento Solución: debe proponer una solución que satisfaga las necesidades del cliente Cuando el vendedor comprende el dolor del cliente, puede proponer una solución que sea relevante y convincente. Esto aumenta las posibilidades de que el cliente cierre la venta.

My view is if you have found a solution, don’t be afraid to ask for the sale. Ask for it and don’t talk. Let them talk first. I always say the worst that can happen is they will say no. However the better outcome is they ask more questions when you become quiet. The more questions the more interest the more likely it will be a yes.

Winning trust is the key. As a solution seller you need to become the client advisor. Easier said than done in a QoQ world where “you have to be always closing”. If there is no need identified then you should be able to tell the client that there is no requirement on their side to buy. You then start to win trust. One of the worst examples of this is the person masquerading as “your Financial Advisor”. Most have only their interest at heart. Buy more Insurance. Flip over that Mutual Fund. Etc etc. Very few would have told you to put your entire Basic Pay into VPF. They don’t get a cut there you see. The person who tells you that wins trust. Once you have trust you close deals in time and there is longevity in the business.

Aquí hay algunos consejos para utilizar el Embudo del dolor para los cierres de venta: Hacer preguntas abiertas Las preguntas abiertas permiten al cliente expresar sus necesidades con sus propias palabras. Escuchar atentamente Es importante prestar atención a lo que dice el cliente, tanto en sus palabras como en su lenguaje corporal. Analice la información Una vez que haya recopilado información sobre las necesidades del cliente, tome un tiempo para analizarla y entenderla. Proponga una solución relevante La solución que proponga debe ser relevante para las necesidades del cliente.

Agreed, "building Trust" is #1 Empathy is key here. Listen more than you speak, and validate their concerns. This builds trust, showing that you're not just selling a product, but offering a solution to their problem.

In SaaS these points can also be important: - Timing, being the first to contact the lead or starting in the early stages of the deal along with a good understanding of the pains and challenges that motivate their needs, getting to the root of the problems and being a trust advisor throughout the process generate trust and authority with the client. -No shenanigans, if you don't know the answers, just inform the client and come back with everything later, don't lie if the platform isn't able to address all the needs, if the deadline is longer or any other point that can generates distrust, it's impossible to always be 100 % perfect and sounding like that can arouse distrust.