![]() The risk forecasts and actionable solutions that come with our assessments can help you bolster your cybersecurity infrastructure, appropriately train your staff, and get ahead of any vulnerabilities that can compromise the safety and soundness of your retail transactions and business operations going forward." "Ultimately, we have an exceptional track record working within your industry. Our assessments feature penetration testing to simulate those breaches and see where and how you might be most vulnerable to them - along with several other services to cover virtually any other risk scenario. "We find that retail outlets, like yours, tend to employ younger workers who are more prone to social engineering attacks like phishing. This kind of approach might start with something like this: Offer a picture of how that company can expect to improve as a result of its engagement with the firm.Stress the specific aspects of the assessment that cover those bases.Determine the common security challenges a business of that size might face.Pin down the risks most relevant to the prospect's industry. ![]() If that firm sold the service as a solution, it would probably: Long story short, we make them more secure." If the firm was fixated on solely selling the assessment itself, it would mull over the general benefits of the service - " Our assessments cover virtually every relevant risk concern and help businesses understand where they have room to grow. Consider a cybersecurity consulting firm trying to sell a midsize retail business a cybersecurity risk assessment. "What" your selling takes a back seat to "why" your prospect needs it. This brand of sales emphasizes the "why" over the "what" of a potential sale. Product specs and features are important, but they're not the focal point of well-executed solution selling. Cliche as it might sound, it's about the bigger picture. Selling solutions means thinking beyond the immediate. The salesperson will figure out how much data her prospect needs to store, how many devices he'll be accessing his files on, what kind of extra features and support he'll need, and so forth. For example, a company that offers a cloud storage platform along with maintenance and security services will probably create a unique bundle for each of its customers. Solution selling is ideal for industries with highly customized products and/or packages. Let's take a closer look at those elements. This kind of selling is common among certain businesses and suits some specific situations. You need some degree of knowledge of a prospect's industry, the unique challenges they face, what similar customers have gone through, and their overall goals to diagnose and present solutions for their problems. In some cases, selling a product for the sake of selling a product can be fairly surface level. It also takes critical thought and a firm grasp on a prospect's general circumstances. Solution selling is one of the best ways salespeople can sell with empathy. Solution selling is a sales methodology where a salesperson holistically considers a prospect's needs, so they can recommend specific products or services that will best accommodate their individual problems and concerns.
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