Getting Techincal... · the hang up.

Sep '23 in General.

Getting Techincal...

Right team, question about when the sales process typically starts off being all "technical" and about the "project". Not a usual case of "we sell this software..."

So ive recently got a new job...well ive re-joined an old company, working in the label and packaging printing world. Ive never really used the problem based approach we follow on this platform, certainly not with any convication or commitment so im taking this as a time to re-set and re-start things.

Where we, and I, went wrong in the past I feel is the prospect would invite you in to look at a particualr project or a particial order. Be it inbound or outbound, a lot of its around timing so if they're launching a new product and need new packaging, or they need a re-order of existing packaging they will want to start here. So we would set up a meeting, either in person where we bring the relevant sample packs over and talk technicals, artwork designs, different foil options etc etc, or we'd do the same thing over zoom. Then we'd look at doing a quote. This is how the business had always done it, seems like its how the propects always do it, "weve got this project so can you come see us to help us with it" kinda thing.

With that long winded context my question is this, how would be best to get control of the meeting where we can do the blender questions, figure out their decision making etc??

Would it be as simple as agreeing to that call/meeting but in the beginning being like "Very happy to discuss XYZ project you mentiioned and ive got some relevant samples here, however before we do so,... then roll into the upfront contract? Then move into the "business" questions, ask about why theyd want to us, not their existing supplier, challenges etc AND ONLY AFTER THAT do the techicnal speciifc conversation?

Or, would it be best to roll with the prospect, humour them with the techincal stuff theyd seem to want and then pivot it to the business pain questions?

Or thirdly, maybe try a hybrid of both?

Appreciate this is a very specific question haha, but its something ive been thinking a lot about so any ideas would be class!

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