There Is More To a Sale Than the Contract

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There is more to a sale than signing a contract! Focus on your buyer’s definition of value.

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There Is More To a Sale Than the Contract

  1. 1. IT Sales Network There is more to a sale - than signing a contract! Focus on your buyer’s definition of value. What does your buyer achieve by ownership?
  2. 2. What we will talk about? <ul><li>Why the contract is Vital. </li></ul><ul><li>Selling Vs Buying </li></ul><ul><li>A document of partnership </li></ul>A verbal contract is not worth the paper it is written on!
  3. 3. Who needs a contract anyway? <ul><li>The Buyer </li></ul><ul><ul><li>Protection of their rights, guarantee that they will get what they bought </li></ul></ul><ul><li>The Seller </li></ul><ul><ul><li>Protects their property, guarantee that they will get paid </li></ul></ul><ul><li>The Lawyers! </li></ul><ul><ul><li>Negotiation and for when things go wrong! </li></ul></ul>The contract links the buyer and the seller!
  4. 4. Sellers sell forward! <ul><li>Close date key in all sales pipelines. </li></ul><ul><li>Close Date = Contract Signature. </li></ul><ul><li>After the close - someone else delivers! </li></ul>Do you have a special pen for contract signatures?
  5. 5. Buyers Buy Backwards! <ul><li>When do I get Ownership? </li></ul><ul><li>How do I get there? </li></ul><ul><li>Is the roadmap to value clearly defined? </li></ul>What will this purchase enable me to do & When?
  6. 6. The Contract = Partnership! <ul><li>Focus on when the customer gets value! </li></ul><ul><li>The contract is just one step in a joint journey! </li></ul><ul><li>A Foundation for Trust. </li></ul>It is 5 times easier to sell to existing customers? You lift me up, and I’ll bring it over

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