Consultative sales brazil-symp-2014

Consultative Sales.“Selling portal as a gateway to the bussines.”

The Portal.

The

Business.

You guys. (The

portal vendor).

A hammer and a nail cost $1.10, and the hammer

costs one dollar more than the nail. How much

does the nail cost?

NOW WITH TECH…

LET’S DO INCEPTION

THIS IS THE CTO’S OR A COO’S

MIND...

AND THIS IS

OURS…

SO, LETS PUT THE THINGS

STRAIGHT.

1. Not every company fits for

Liferay.

2. Liferay sells better if you reach

the business guy, not the IT

department.

3. You cannot sell portals if you

dont have a methodology

attached.

4. You cannot sell portals if

you dont bring an offering.

OK, BUT HOW IS THE WAY TO

MAKE A CONSULTATIVE SELL

FOR A PORTAL?

HAVE A SELL PROCESS TO

ESTIMATE THE LEADS. DON’T

WASTE ENERGY.

SELLING LIFERAY IS NOT A

TRANSACTIONAL SALES. IS

CONSULTATIVE.

KNOW THE

TOOL!

DO A

LIFERAY

LIVE DEMO.

DO NOT SALE WHAT YOU DO

NOT KNOW. TRAIN AND TRAIN

YOUR PEOPLE.

ASK, AND ASK AGAIN. BE A

FOOL. ASK WHAT THE

EMPLOYEES NEVER RISK TO.

KNOW THE BUSINESS

TCO

Thank You!

Juan Manuel CortésBDM Liferay LatAm.

[email protected]