Selling Cloud: 5 Ways to Make More Money
August 8, 2014
Grazed from TalkinCloud. Author: CJ Arlotta.
Are your sales reps as aggressive as they could be when it comes to selling cloud services to customers? Is it time for the channel to get over it and embrace the cloud? Cloud Guru CEO Terry Hedden at ChannelCon this week held several sessions on how channel partners can make more money selling cloud services. He revealed several approaches and strategies he’s used in the past to close these kinds of deals. Most of his advice revolved around what channel partners should look for in their salespeople, and how they can spot trustworthy salespeople. Does your sales team (if you even have one) need help? Here are five ways your salespeople can close more cloud deals.
1. Dress to impress. While this first tip might seem elementary to you, it’s one that frequently gets overlooked. Don’t go into a meeting dressing like a sterotypical IT guy (meaning a golf shirt and khakis). "A lot of what you say is on your face, and the clothes that you wear," Hedden says. You want them to treat you like a salesperson, not an IT guy…
2. Find out customer pain points. Stop talking and start listening. Don’t ask what customers need because they don’t know (take a lesson from Henry Ford). Ask open-ended questions to under customer pain points, Hedden says. Extract as much information as you can during a conversation…
Read more from the source @ http://talkincloud.com/cloud-computing/080814/selling-cloud-5-ways-make-more-money