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Do
you remember the days when Sage sales
consultants would sell 3 to 5 new ERP systems weekly just by answering the
phone? Do you recall the times when end users would not complain (too much)
about the total cost of product and implementation because you had prepared
your resellers and customers in advance? Proper preparation would often eliminate
any surprises for you and your client when total cost would become a point of
discussion.
What
happened to the good old days when new system sales were easier to land? What
we believe has happened is that software sales consultants have not prepared
their prospects for the ultimate presentation; you know, the one that includes
the total cost, including the price of the product, maintenance, deployment and
training.
Further,
a practice seldom used by sales consultants today is the ability to upsell to
existing customers. For example, vertical-specific enhancements, such as Information Integration Group’s (IIG) Rental management
solution (known as the Rental Maestro), integrate
seamlessly with Sage 100 ERP (formerly known
as MAS 90/200) and handle all of your rental processing needs – from order
entry and inventory management to generating rental contracts.
One
of the major reasons why potential enhancement solutions often turn into missed
upselling opportunities is because many software sales consultants fail to make
an effort to study the industry in which their prospect or customer work.
This
is why conducting a complete business analysis is so critical. In addition to learning
about your clients and their respective industries, inquiring about the
responsibilities of each employee within a company’s structure is vital,
especially in terms of listening to your customer’s specific requirements and
asking the right follow-up questions.
As
Shakespeare has written, “What’s past is prologue.” Asking constructive
questions and offering a wide range of enhancement solutions, tailored to fit
the needs of the prospect, are strong suits at IIG. Here is a sampling of some
of IIG’s most popular add-ons:
About
Information Integration Group, Inc. (IIG)
Founded
in 1991, IIG is a leading business management solutions provider specializing
in Sage 100 ERP (formerly Sage ERP MAS 90 & MAS 200), Sage MAS 500 ERP,
Sage CRM and NetSuite for small & mid-sized enterprises. As an
award-winning master developer, IIG has created hundreds of solutions for
today’s business needs. IIG’s diverse group of consultants and programmers are
dedicated to helping their clients achieve critical business insights for
bottom line decision-making through a full range of easy-to-use, scalable, and
customizable applications. More information about IIG software solutions and
services is available at our website.
Sage, Sage 100 ERP, Sage 500 ERP, Sage CRM and Sage
Software are trademarks or registered trademarks of Sage. NetSuite is a
registered trademark of NetSuite Inc. All other
trademarks and registered trademarks mentioned herein are the property of their
respective owners.
This article may be freely reprinted or distributed in its entirety in any e-zine, newsletter, blog, or web and social media site. The author’s name, bio and website links must remain intact and be included with every reproduction.
Contact: Gary Mardirossian
818.956.3744, x215
sales@iigservices.com
www.iigservices.comThis article may be freely reprinted or distributed in its entirety in any e-zine, newsletter, blog, or web and social media site. The author’s name, bio and website links must remain intact and be included with every reproduction.
Contact: Gary Mardirossian
818.956.3744, x215
sales@iigservices.com
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