Suppose I have something that large enterprises would desperately need- It's just that they are not aware of it yet and I have to educate/sell them on buying the product. What would be the best ways of completing the sale?
1) Establishing yourself as a consultant, doing a consultative selling approach.
2) Figuring out who the _strategic_ person is. That's who you need to talk to. With enterprise businesses that size, purchasing decisions are made for long-term strategic benefit.
3) "Custom" is the key word. Don't talk about what you've done for others, talk about what you can do for them. Again reinforcing #1, ask lots of questions that tease out their unique goals and position your product around those goals.
Answered 10 years ago
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