BUSINESS STRATEGY
How to get clients to sign up for multi-year deals
The norm for the enterprise space is to sign up clients for a 12-month deal . But what if you want to ensure your clients stick around for longer ? Sascha Ploebst , VP of Sales at Storyblok , explores how vendors can get clients to sign up for multiyear deals . He outlines step-by-step how tech businesses and their sales team can up their game .
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The multi-year deal switch , step 1 – build trust before popping the question
Most buyers of services in the enterprise space expect to sign up for 12 months . That ’ s the norm . If your sales teams want to change that , you need to make sure they are trained to really understand the customer ’ s requirements . Our goal is for salespeople to become a trusted adviser , understanding the client ’ s pain points . That way , they are not just selling a commodity , they ’ re selling a solution .
Believe in your product and it will rub off on clients , too
Building trust with clients early on in the sales process is super important . But you also need to believe in your product . If you ’ re authentic and have faith in the product you ’ re selling , you ’ re more likely to succeed when explaining that you can offer a three-year or even a five-year deal .
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