Let’s face it – many Enterprise customers don’t know how to buy software. 

They’ve never done it before and don’t know where to start. 

And it’s not their fault – it’s OURS. 

As sales professionals, we owe it to our customers to make it EASY for them to buy. 

My preferred method is to use a Mutual Action plan delivered verbally and/or in writing that walks them through the process in detail. 

Then I get their commitment to move forward with next steps and confirm timing. 

Here’s the playbook for making it easy for your customers to buy:

1. At the end of your first meeting, leave time to discuss next steps.  Then walk them through whatever comes next in detail. 

2. Outline your deep discovery process, letting them know what information you need to collect and why. For large deals, typical next steps include understanding their current processes and systems in detail, delivering a custom demo, and developing a business case. Detail how much time it will take on their end and yours. 

The key is that YOU and YOUR TEAM is doing most of the heavy lifting, not the customer. 

3. Ask and confirm who else you will need to meet with on their side to collect this info.  Then ghost write an introductory e-mail which they can send to their colleagues or team outlining why they need to meet with you. 

4. Get agreement to come back to them with your findings and be clear on how long the process usually takes. 

5. Before leaving, ask the best phone number to reach them at. When they give you their mobile phone, send a quick text message after the meeting thanking them for the time today and letting them know that this is your cell in case they ever need to get hold of you. 

Now you have their phone and can reach them as needed in the future via text, since a text thread is already started. 

Communicating clearly and outlining the process will put the customer at ease, deliver a better customer experience, and prevent the deal from stalling out. 

In today’s video, I walk you through simple tips to make it easy for your customers to buy.