Standardise to personalise

There comes a time in every sales transaction when the client wants to know how you can help them achieve the outcomes they desire. The later this is the better as it implies the client has invested in getting to know you and in knowing that you genuinely understand their issues.

There is a temptation with big ticket multi year deals to get excited about the sales price and forget about the bottom line. But the more your offering is standardised the easier it will be to deploy.

Even if you have to configure 20 per cent of the service you are working off a stable base. Starting from scratch just because you feel that that is what they deserve given the price is a costly and unnecessary mistake.