Just like any technology sales cycle, there are always things you can do to maximize your success. By avoiding common selling mistakes, you can improve your chances of meeting your goals. That’s where our new Turnkey Document Management platform, IS Docs, comes in. Our innovative solution is designed to help you sidestep these mistakes and achieve greater success in your sales efforts!
Here are six of the most common mistakes to avoid when selling Document Management:
1. Weak Discovery to Uncover the Need
When selling Document Management, it’s critical to uncover the current problems, workflows, and opportunities early in the sales cycle. This is the foundation upon which you will build your business case. This is why we suggest engaging your Document Management specialist (or ours if you are an IS Doc reseller) early to properly diagnose before you prescribe.
2. Failing to Paint the Picture of the Future State
People often have a hard time understanding what your technology can do. For this reason, top performers will share the potential business outcomes or benefits with the prospect early and throughout the sales cycle to keep the buyer engaged and excited about what will happen post-implementation.
3. Lack of Quantitative Justification
Today’s analytical buyer can justify the spend quicker if they can see measurable benefits such as time, labour, and space savings. The more you can measure the impact of your proposed solution, the easier it will be for your customer to buy it.
4. No Proof of Capability
Make the customer feel like they are not the only one buying from you! Be sure to share about other organizations that have worked with you and what they have been able to achieve. If you are a traditional Imaging Dealer offering Document Management as a new service, this proof of capability can be even more important.
5. Missing an Executive Sponsor
If you’ve sold for a while, you know the importance of having an executive sponsor who can keep your sales cycle moving forward and ultimately sign on the dotted line.
Spending time with technical influencers, financial buyers and end users is great, just make sure someone senior in the organization is aware and supportive of what you’re trying to accomplish.
6. Poor End User Training
The ultimate measuring stick of your success will be based on how the end users leverage the new technology. This is why Impression Solutions has invested heavily in industry experts to help dealers sell and implement the IS Docs Document Management solution. Even if you’re not currently an IS Docs dealer, you need to ensure the utility of what you implement drives positive business outcomes. This will validate your position as a true technology partner and grease the wheels for future purchases with you and your company.
Recognize any of these common mistakes in selling Document Management?
Maybe it’s time to check out our new IS Docs Document Management platform and the support we provide dealers in the pre and post-sales periods to ensure your success.
Impression Solutions Inc. is a value-add, full-service distributor of printing and imaging solutions. ISI offers their dealers, resellers and their end users unparalleled service and support as an OEM full-line authorized distributor of Kyocera monochrome and color printers, MFPs, Wide Format Printers, printer accessories, printer supplies and customized printing solutions.
Recent launches include Virtual Inventory Services and IS Docs, a turnkey Document Management program for Imaging Dealers to grow their monthly recurring revenues (MRR).
ISI maintains a full inventory of over 2,200 SKUs of printer products ready for same-day shipment from their 35,000 square feet of warehousing space in 5 distribution centers from coast to coast.