Faster negotiations with sales automation and electronic signature
Many negotiations, fast and with immediate closure. This is not the “ideal” objective of every commercial direction, but a concrete result that can be achieved. Although the average closing time of a deal with a new customer is between 4 and 6 months, with a considerable share that lasts well beyond the year.
Given that every negotiation is unique, there are several technological innovations which can shorten the road to sales, including automation and electronic signatures. Despite the role of the seller has changed over the years, there is still a resistance to change or lack of adequate tools. This forces to review the relationship between sellers and customers at the source.
The conquest of the customer comes from technology
In order to the sale to be completed quickly and not to become an exhausting negotiation, the customer must be “won“. And therefore it becomes essential to correctly perceive one’s own role and competences: in front of hyper-informed buyers, who know very well the problems of their company but often also the solutions and are always less inclined to grant trust, the seller must not to be perceived as the one who offers only products or services but as a professional who guide the customer towards their goal. They must be the trusted consultant, the fundamental resource for achieving a result, eliminating a criticality, achieving success.
Besides personal skills and attitudes, technology has now a fundamental role in the client’s “conquest” process. If yesterday, to suggest the correct perception, an elegant dress and a beautiful car were enough, today what impression can a seller who present themselves with monumental catalogues, who make up the offers by hand, and call the headquarters to know the storage of a certain product or to receive extra information material? The buyer immediately perceives scarce organisation, antiquated methods and, in extreme cases – because the errors are around the corner – even little professionalism. Between proposals, quotes, corrections, counterproposals and maybe some errors in the process, the negotiation becomes long and exhausting. It is here that the buyer turns their gaze elsewhere, because the time factor is basic: if the consultant I have before cannot solve my problem soon, why should I carry on the negotiation?
With the right tools, the possibility of speeding up the deal and concluding the deal quickly becomes solid. A digital all-in-one solution for the sales force is the real turning point: being able to manage the entire sales cycle in a single environment, this greatly accelerates the work of the seller, who is no longer forced to use dozens of different tools, and offers clients professionalism, company solidity and, last but not least, transparency. At a perceptive level, in fact, there is a huge difference between a seller filling in quotes by hand and inquiring over the phone, and one who is up to date on everything and guides their own prospect in the quoting process, which takes place under their eyes: use the tablet to change a pre-set a configuration and the quote is ready, with maximum transparency. The result is an immediate acceleration of the whole process and of the negotiation: in front of a trained seller, with all the answers to my needs, the whole process under control and who does not get lost in a thousand different documents and various errors, why should I stall?
Electronic signature, the trump card
There is a moment in which the seller feels they are one step away from closing the sale: we must finalise. Timing remains a fundamental weapon. Also, because a competitor could take advantage of a too diluted negotiation, making everything fall through.
Here is another reason to evaluate an all-in-one platform for the sales force: instead of filling out a paper contract by hand, which – in addition to being very old-fashioned – brings with it the usual risk of inaccuracies and an expansion of time, better evaluate the use of electronic signatures and close without waiting. There is a big difference between a paper contract, which must be entered manually in the management system, and an all-in-one sales platform that automatically generates a contract based on the approved quotes, registers it in the management system, then stores it and gives it value by electronic signature (on a tablet, a smartphone or PC with touch display). Besides the thrust on the accelerator, here are all the advantages deriving from the absence of errors and the transparency of the whole process.