I am needing help with how best to ask customers when re-purchasing the program. I would rather speak to the customers who use the program but it seems the leadership is who in charge of purchasing. I don't feel I am good at selling something.

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Hello, I think I get what you are feeling. Please ask your boss from some one on one time to go over a script about your companies/products ‘value proposition’.

This is the ‘why’ behind a customers purchase. You probably know ‘how’ it works,

But when challenged you feel timid about declaring the value, maybe cost savings, maybe speed, ideally both!

As much as I hate ‘role-plays’ you sound like you need a few role plays…not because of any deficit that you have, but because senior reps or your boss should have some insight for you on how to respond.

Nothing beats having asked about needs & then showed how your solution fits.

smart

#1 - what is the quantifiable value you've delivered over the past year? #2 - is that value greater than what you charge for your service? #3 - is there demand for your service for the next year? If you can answer these 3 questions in a credible way, then you have the conversation content you need to have a leadership discussion. Your presentation to leadership should simply include #1 + #2 + #3 and then a request for the re-purchase. You may want to include a slide or two about the wonderful things that your company has developed over the last year, as that may present an upsell opportunity.

smart

I’m not sure I understand the question.

Could you ask it differently?

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