What are we talking about? Project sales are so called because the process from meeting the client to concluding the deal can take up to a year and consist of several stages. The work involves a whole team, not just one salesperson.
What to consider? Project sales are implemented only in the B2B market, where the decision is made by a department headed by a manager. You need to please each of them and offer an option that your competitors do not have. One closed deal brings two years of profit, which means there is something to try for.
The article explains:
What is Project Sales?
Basic Concepts of Project Sales
Project Sales Methods
Project Sales Team
Stages of project sales
Funnel for managing project sales
Frequently Asked Questions About Project Sales
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What is Project Sales?
B2B sales can be divided into transactional and project-based. In the first case, we are talking about simple transactions that are typical for small and medium-sized business clients. The buyer comes for a product, already clearly knowing what he wants to buy. The transaction mainly comes down to paperwork. In many cases, it is automated through an online store.
Project sales are a much longer, more complex and labor-intensive process. If the key task is to implement such work, then each transaction is considered unique and unrepeatable. In different sources, such sales can be called long, complex, consolidated. Their result is usually the conclusion of a large contract.
Features of project sales
Project deals are characterized by teamwork. It involves employees of the sales department, strategic planning, project department, etc. Clients are usually companies from medium/large businesses. The price of the deal can reach millions and billions of rubles. It is not surprising that each sale is preceded by lengthy, meticulous preparation.
Features of project sales
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Project sales have other differences:
In them, the stages of the transaction change depending on the decisions made by the buyer.
A significant period of time elapses from the moment of the client’s first contact with the company until the signing of all necessary documents for concluding the contract.
A large number of employees involved in the preparation and coordination of all details of the transaction, especially on the buyer's side.
A preliminary tender, which allows the client to consider several similar proposals for cooperation from different companies.
The stages typical for regular sales are not relevant for project sales in construction.
Business processes and implementation stages correspond to the stages of decision-making by the buyer.
The efficiency of task execution is monitored for all clients using special metrics (number of edits, resources spent on a separate stage, etc.).
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The manager and employees involved chinese thailand data package in project sales require special skills. The manager must be not only an administrator, but also a salesperson and a psychologist. Along with this, he/she must have sufficient project competencies, employee management skills, creative thinking, combined with a pragmatic approach and stress resistance.
Whether a contract will be concluded or not depends on the seller's understanding of the client's tasks, development opportunities, and individual characteristics. The main difficulty: when conducting project sales, the subject of the transaction is intangible. This could be a program for automating business processes, online courses, company branding, an architectural project, etc. It is very important that the seller and the client develop a common vision of the final result of the cooperation.
Managers involved in project sales often make a fairly simple mistake. They focus on the advantages of the product and the company, without paying due attention to the needs of the buyer. If the client needs a comprehensive territorial development plan, and the seller puts the success of his company and the professionalism of the employees at the center of the discussion,