9. Budget
Most customers indicate that redundancy, scalability, modularity, and maintainability are key decision factors when purchasing UPS. Therefore, most salespeople consider the above factors as key elements of their sales proposals. However, if important factors such as customer budget and purchasing decisions are not fully considered in advance, it may result in the sales proposal being in a disadvantaged competitive position.
Given that customers’ focus is on the richness of functionality, sales personnel should comprehensively evaluate each factor through exploratory questioning and consider its relative impact on the budget. The use of consultative sales methods can propose multiple solutions, list the importance of each feature, and help customers determine the optimal solution from a value perspective, thereby winning their trust.
Another important factor often overlooked regarding budgeting is the need to identify key decision-makers for the client company. Despite the strong influence of equipment experts or data center managers, key decision-makers often instantly facilitate or halt the completion of sales. Sales personnel have the opportunity to ask more questions by identifying and confirming customer personnel who have the final approval or funding allocation authority for the project. Once salespeople have the ability to directly negotiate with decision-makers, they have the opportunity to identify their true needs, grasp the main concerns of customers, and customize a comprehensive proposal to solve these problems one by one. Usually, if this cannot be achieved, sales cannot be achieved. It is essential to consider the client’s budget as an important factor, taking into account and avoiding competitors proposing alternative solutions with lower cost advantages.
10. Expand sales opportunities
The product and feature portfolio is quite rich, covering single-phase and three-phase UPS, distribution products, connectivity and management tools, as well as world-class technical support services, committed to meeting the power quality needs of all customers. In the process of seizing sales opportunities, it is essential to communicate with all decision-makers, including equipment procurement managers and IT procurement managers. Maintaining close contact with these two individuals can help you discover potential sales opportunities for solutions. As a globally renowned provider of power quality infrastructure products and services, we combine industry-leading advantages such as reliability, energy efficiency, and value. We are the only first-class brand in the world dedicated to helping customers efficiently manage power system equipment. Focusing solely on a single product or business area will miss a great opportunity to help customers improve their solutions and increase market share.