3P Selling: Aligning People, Product, and Process for Your Best Results by Timothy Ashford

Author:Timothy Ashford [Ashford, Timothy]
Language: eng
Format: mobi
Published: 2024-08-25T00:00:00+00:00

Applications

Alright, let's switch gears and follow Tom, a construction project management software sales representative.

Setting the Scene: Tom just got a lead for BuildRight Contractors, a mid-sized construction company that's been struggling with managing their material orders and inventory. They're currently using a mishmash of spreadsheets and phone calls.

Prospecting: Tom does his homework. He checks out BuildRight's website, their social media, and even finds a recent online trade magazine article where their Operations Manager talks about their rapid growth and supply chain challenges.

First Interaction: Instead of a cold call, Tom sends a personalized email with a link to a short video. In the video, he mentions the trade magazine article and explains how their building solution can address some of the challenges mentioned. He asks for a 15-minute call to learn more about their needs.

Qualification: On the initial call, Tom asks probing questions about BuildRight's current ordering processes, pain points, and goals. He confirms they have the budget for a new solution and that he's talking to a decision-maker.

Needs Assessment: Tom schedules a more in-depth discovery call. He uses the "5 Whys" technique to get to the root of BuildRight's challenges. He uncovers that beyond just organizing material orders, they're struggling with project tracking and communication between the office and job sites.

Presentation: Based on the needs assessment, Tom customizes his presentation. He focuses on their just-in-time tracking service, online ordering platform, and how it integrates with project management tools, showing how it can streamline communication between the office and job sites.

Addressing Concerns: The Operations Manager is worried about the learning curve for his team. Tom acknowledges the concern and then explains their onboarding process and ongoing support. He even offers to set up a call with a similar contractor who successfully implemented their system.

Closing: Tom doesn't go for a hard close. Instead, he asks, "Based on what we've discussed, do you think our supply service would solve the challenges we talked about?" When the Operations Manager agrees, Tom naturally transitions to discussing next steps.

Follow-up and Nurturing: After the sale, Tom doesn't disappear. He checks in regularly during the onboarding process, offers additional training resources, and even introduces the BuildRight team to other contractors in their network for best practice sharing.

The Result: By following a well-structured yet flexible sales process, Tom not only closes the deal but sets the foundation for a long-term relationship.

The Bottom Line

This is what a good sales process looks like in action. It's not about following a rigid script, but about having a framework that allows you to effectively guide the prospect through their buying journey while building trust and demonstrating value every step of the way.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.