March 23, 2010

Tips on closing an ECM deal

Tips on closing an ECM deal - at Docuware partner conference - panel discussion

Prove ability to integrate with existing systems early in discussion.
Don't bring quote to the table until you have made your case - recap the conversations, but keep short, simple and to the point.
Keep closing simple - not too many people.
Never bring a laptop to the close.
Keep proposal short.
If price is way off, haven't done your homework.
#1 objection - "I already have file cabinets." "Our process works, why change it. " "We've got other things to do."
If they decide none of the above, don't give up.
If you have done everything right, what is the closing rate? - 60-70% if you get to the closing meeting.
How many proposals? 8 good sales calls per week to generate 2-3 strong proposals.


Tips on closing an ECM deal

Mar 23, 2010 12:52:15 PM

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John Mancini

I am president of AIIM, a non-profit that helps organizations find, control and optimize their information

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