A typical client’s purchasing process in the project and solutions business:
Many sales organizations in the solutions business behave reactively: i.e. they wait until the customer has formulated his requirements and issued a corresponding request for proposal (RFP).
But reactive methods alone aren’t sufficient to increase the order inflow and the hit rate in the projects and solutions business. The desired success can only be achieved through a holistic understanding of the customer’s purchasing process and corresponding accompaniment!
SalesFactor’s methodological model aims to assimilate the customer’s purchasing process right from the start and to accompany our client through all managerial levels. This makes you the competent provider of solutions for your customers – a provider who quickly becomes aware of your customer’s needs and accordingly offers the relevant solutions.