Sales Experience in Subscription Based Services
Get the sale as soon as you can. Don’t wait. STRIKE NOW! If there is a customer who fits directly into your target customer segment, do not linger around haggling too much over price and discounting. Go all out and get them unless the demands are extraordinary. Increasing your customer base in the target segment (core target segment) builds a sectoral supremacy for the organization. Not only that, it gives the sales team confidence that the organization is willing to go all out and support them to acquire customers. It gives customers in the segment confidence that this organization is the best option as it is being used my a majority of players in their segment. It is willing to go the extra mile. I have been in negotiations which spanned 6-8 months while haggling over 5% of the initial investment amount. In a particular case, negotiations spanned 8 months and neither we nor the customer was willing to budge as it had become an ego issue for both parties. A sort of ‘who blinks fir...