We’ve put together a collection of resources to help you convince your customers to do business with you. Whether you'd like to master your communication skills or learn how to encourage your clients to embrace Office 365, we've got you covered.
Not sure how you should pitch the benefits of Office 365 or your business? Read on for our advice and to discover helpful resources.
First off, do your homework. Eat Office 365 for breakfast, lunch, and dinner. Because when you know what you're talking about, it shows—and customers are much more eager to close deals with you.
Be clear on your unique value proposition. (Don’t have one? Write one now!) Gather as much information about your customers as possible, and avoid pitching the generic benefits of Office 365—you need to target your customers' specific pain points. With all of this under your belt, you should be well prepared for the first part of your Office 365 sales pitch.
When you're laying the groundwork to attract more customers, the three most important things you can do are: introduce yourself, get the conversation started about working together, and assess your client's needs. If you know nothing about their business processes or working environment, you won't be able to present the best solutions to them. What's special about their business? Do they have any privacy, compliance, or security restrictions? This is the time to find out.
Introducing Office 365 Scenarios – ProspectDownload Document
Introducing Office 365 Scenarios – Existing CustomerDownload Document
Empowering Small BusinessesOpen Document
Piquing the Prospect's InterestDownload Document
Piquing the Existing Customer’s InterestDownload Document
Office 365 Sales Discussion GuideOpen Document
SMB Vertical Industry Discussion GuideOpen Document
So far, you've spent a fair amount of time researching and laying the groundwork. You've now arrived at the most important stage of the entire sales cycle: scoping and discovery. If this part goes well, you'll get the chance to pitch your business. If it doesn't, you'll have trouble getting that once hot lead to return any of your calls. The trick is to ask as many questions as possible to glean information about the company and its challenges without it seeming like an interrogation—and all the while presenting solutions so they know you can help them. No pressure, right?
You're almost at the finish line! Here's the secret to closing deals: pitch the solution, not the product. People can buy Office 365 from anyone—now is the time to drive home why they should only be buying from you. You aren't "just the IT guy"; you're a strategic partner for their business. Note that there's a thin line between applying a bit of pressure and being too pushy or forceful. Don't cross that line, because it's very difficult to rebound once you do. If you feel you need more help, give the client a demo and let the solution speak for itself.
Well done! You've successfully closed the deal. But that was just the first of many hurdles. Selling productivity solutions is no longer a one-off job—you can’t simply get the contract signed and carry on the search for your next prospect.
You need to follow up with your customers regularly to stay relevant. Be sure to check in from time to time. Build on your relationships. Send relevant and quality materials to keep clients informed of new products, trends, and ideas. If you fail to consistently prove your added value, you'll lose your clients to someone else who can.
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“Why should I buy Office from you?” This is a question you’ve probably heard a million times. While you know you’re offering the best option, your prospects might need some convincing. These templates will help.
Just fill out this form and get everything you need to attract more customers. You’ll have content to: