IT and Business Insights for SMB Solution Providers

The Definitive Office 365 Sales Guide: From Discovering Needs to Handling Objections

By SherWeb

What differentiates a good sales person from a bad one is often the ability to ask good questions and really listen to the answers. In fact, almost 50% of your sales effort should be put in understanding the business needs of your potential clients. Once you understand the business reality as well as the processes, problems, challenges, and goals, the sales part is quite easy.

Microsoft Office 365 provides an all-in-one modern workforce designed to provide customers with a single solution for all their end-user cloud productivity and collaboration needs.

Your Office 365 sales team has to use a systematic approach to collect the right information from your clients. Building this approach relies on your ability to:

  • Identify Office 365 selling scenarios
  • Position the right product benefits to solve the client’s top pain points
  • Address security and compliance concerns with Office 365
  • Overcome the most frequent client objections with counter arguments

Our white paper lists top questions every sales person should be ready to answer about Office 365, plus different customer buying scenarios. You’ll also find a list of the most common values that Office 365 offers an SMB and how these values are linked to 4 core business goals.

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