SELLING IT SYSTEMS.... IT IS NOW A WHOLE WORLD

Are you trying to sell IT systems to your customer, you will realize the world have evolved in the business to business space, in many instances, no one just buy technologies today, but buyers are buying solution to their problem, increasingly, budget are provided for buying such solution by the line of business department, IT department are now at best, technology recommender, purchase decision are with the line of business folks. In deciding the purchase, return on investment becomes a key topics that sellers needs to addressed. This situation is now made more challenging with the emergence of artificial intelligence solution, with many clamouring to want it but are face with the challenges of how to use ai....

I was doing a proposal work on another project that wanted us to help them develop ai partners to sell ai... in walking through the approach to sell ai, i have found

first and foremost, selling ai is now a big challenge as traditional approach and likely connection of technology services and tech seller is no longer valid. Meaning just trying to push ai technology, demonstrating the ai engine cannot sell... in many instance the seller will be ask the question where can i use this? Thus, selling ai need to be from a business usage with relevent roi in place... and so making it challenging as

A. Today, this acquisition and that of many other type of solutiom sales, is done by line of business while many will hear of the term ai, to many ai is more like a smarter form of google but do not truly understand ai

b. IT know the tech but dont own the business process, thus many presented ai to IT and often have challenges of moving to next step.

c. AI is not just about gen ai but should include ai workflow and agentic ai with a focus of smart and adaptive workflow automation not just being info provider

d. Seller need to have business process understanding thus you need subject matter expertise to provide consultancy to advise how customer applies ai... many cases seller need to understand buyer orocess, discover challenges and educate buyer in leveraging ai to solve the challenges

In view of the above, known selling approach like

A. Technical selling focusing on selling product functionality

B. Solution sales focus on offering solution to a known customer issues

C. Consultative selling where understanding customer and gaining trust is not enough...

We are now working on a combo approach of consultative and solution selling... I call consultative solution selling methods... where seller build up an understanding of customer business, gain trust, discover where customer process have issues, and how customer process can be enhanced through smart solution leveraging ai, where solution are layer with a self learning process thru machine learning to make the process adaptive to changes and then develop as a solution, educate customer how the proposed solution can impovetheir situation and what they can gain, and then put up a proposal to customer... but to do this, seller now truly need subject matter expertise in customer ac team...

We believe in leveraging the above approach, we can help you sell more, this is where BM&P CONSULT IS offering our xpertise to help you improve your sales... we have a 6 month program, EMPOWERING YOUR SELLER WITH ENHANCE SELLING SKILLS TO WIN, that can quickly help transform your sales team. If you are interested, check out our websites, www.bmp-consult.com, fill up a contact form and we will set up a conversation with you or email me directly at sycsiah@ bmp-consult,com.

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