- What risk (money) are they willing to take?
- Who would lose their job if this failed?
- Are these the right features?
- Should we trust them?
- Is this really their best price?
Any good Enterprise or Project sales executive knows his/her product. The best, I'd also argue, could run circles around a product manager - they know the customers emotional state and specific feature requirements. The great Enterprise or Project sales executives present project plans, great collateral and demonstrations based on technical features, which add to a narrative that has been well thought out. And all this plays into... Do they like you?
We've all heard the adage: people buy from people they like. Well, it is true, and especially true for Enterprise or Project sales too. Looking deeper at this, the liking part that is, a prospect is really leveraging trust. Does a project believe you, your product features and your vision for supporting improving their operations or revenues. Trust is something you establish with ideas, attitude and data.
Ideas: think of ideas as listening... When are the best ideas developed? We communicate ideas, people think through them and then share a deeper idea. We add to the genetic code of an idea through conversation. Idea sharing is exciting, and that gets people closer to you.
Attitude: think of attitude as humor... Coming into a meeting with no spunk or brand personality is like coming to a potluck with one beer for yourself, and no smile. People love a novel approach, in fact the brain feeds off creativity and learning. So a genuine personality and attitude will get people listening. You don't have to be a clown here, but showcase some spark!
Data: think of data as facts... Your presentation, feature descriptions and personal or team communication is everything! Know your product! Without a keen understanding of the solution, and strong presentation of the data, you lose!