To you, it’s patently obvious: your product is the go-to solution to your prospect’s problem – whether it’s a modern workplace solution (Microsoft 365) or an ERP system (Microsoft Dynamics Business Central) that you’re selling. But there’s no denying the fact that lots of other Microsoft Partners offer the exact same solution. The question is: How can you sell your product successfully? In this blog, we’ll tell you about the 5 stages your customer goes through during the buying process. Put yourself in their shoes and sell your product!

Stage 1: “I don’t have a problem”

You provide a solid product with amazing features. But solely emphasizing technical ingenuity won’t take you far when communicating with prospects, because they think their current way of working is just fine. In other words, you should first make them aware that they have a problem. Show them how certain processes can be carried out easier, quicker, or at lower cost. You could, for example, write blogs that compare the traditional workplace with the modern workplace. This way, you’ll gradually establish a need for your product.

Stage 2: “All right, I have a problem”

The customer reads your content, looks up more information, and talks to people in his network. Gradually, he realizes he has a problem. Perhaps his workplace is pretty outdated after all, or an ERP system can save him lots of work. This seems like the perfect moment to present your product as the solution. Tempting – but don’t do it! Because right now, the customer still considers you the umpteenth provider in the ‘Microsoft Partner forest.’

Stage 3: “There are solutions to my problem”

Now, it’s time for the most important step: you need to distinguish yourself from other Partners and connect with the customer. How? Talk to the customer – for example, about the characteristics of a digital workplace, or resource planning and inventory management in an ERP system. This allows you to share your vision with the customer and explain the philosophy behind your approach. An important tip: start by discussing the right solution to your customer’s problem, and don’t mention your product just yet. Only then, you’ll inspire confidence, and your customer will believe in you and your solution.

Stage 4: “Your solution might be a good fit for me”

The moment has finally arrived: you can pitch your product to the customer. Why now? Well, you’ve come to understand each other’s vision, and you’ve entered into a dialogue. Your story appeals to the customer, because it’s not so much a product you’re selling – you’re specifically providing a solution to his problem. Now, you should explain more about the practical implementation of your product, elaborating on what the customer can expect. This is the moment to share the differentiators that distinguish you from other Microsoft Partners.

Stage 5: “I’m opting for your product”

The customer knows the solution to his problem and understands that you’re the go-to provider. Not because of the product you offer (which isn’t all that unique), but because you’ve listened, contributed ideas, and built a relationship with him. You’re his mainstay, and now, you’ll also be his problem solver!