Solution development

Do you believe that selling “solutions” over “products” delivers greater value to your customers? Do you focus on customers’ pain points and address them with your solution offerings (product and services)? Solution selling requires you to:

• Build credibility as an industry expert by demonstrating clear understanding of the critical business issues faced by customers
• Ask relevant questions and listen perceptively to customer problems
• Communicate and collaborate continuously with the customer, the sales team, and the solutions design team over a period of time
• Provide solutions that lead to measurable improvement

How Qontext Helps

• Create a customer sales-support group and invite the solution design and the pricing teams to develop a solution for the customer. Invite the customer as a guest.
• Keep the group “active” with daily updates – feature white papers or share case studies that focus on your capability and philosophy. Generate discussions using the short messaging or polling features. Use the discussions to move the customer conversation from mere products or services to real-value solutions.
• Administer surveys or polls on aspects of the customer’s business to understand perspectives and elicit customer requirements, questions, and feedback to the solution-in-development.
• Collaborate on the solution using wikis. Use the edit-in-place feature to edit documents inside Qontext (without downloading them to your system). Annotate your comments or consent on the documents.
• Once the sale is closed, create a post-sale support group with the customer and customer support team as members to continue assisting the customer. Measure the customer’s satisfaction by administering surveys or polls.
• Additionally, you may use Qontext within your company to identify, mine, and leverage any relationships that exist with the customer.