Reduce Cost of sale.......

by Jasone

I am an enterprise software sales executive. Typically, we develop detailed POC's and SOW's for all our complex sales, which adds a large capital cost to completing an enterprise software sale.

How does a team reduce the cost of a complex sale?

Thank you,

Jasone

Answer

Hi Jason,

I have never sold software and have no idea what POC's and SOW's are.

However, it sounds like what you are doing is a big ticket sale. I suggest two books that could provide interesting information for you:
"SPIN Selling" by Rackham (you may know this one)
and
"Buyer Facilitation" by Sharon Drew Morgan
find Sharon's site as the book may only be available as a pdf with audio.

Hope this helps, Greg

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