Plagued by supply chain issues? Can’t meet your customer’s hardware needs in a timely manner? We’ve said it before and we’ll say it again, one product segment unaffected by supply chain issues and chip shortages is software.

Be Transparent

No doubt, supply chain issues and chip shortages have sales reps frustrated. These big-ticket items mean sizable commissions, but with all the uncertainty on delivery dates comes the risk of over promising and under delivering. If you’ve spent time building trust with that customer, this is the time to be transparent about situations that are beyond your control and communicate this information proactively. An article, How to Sell When the Supply Chain is Broken, in Modern Professional, suggests that top salespeople realize that questions can be avoided entirely if customers receive them before they even think to ask the question. The article also recommended setting expectations around known challenges that may arise after placing an order before the customer places it. But there’s more you can do beyond the recommendations in the article. If you can’t meet your customer’s immediate hardware needs, consider engaging with them about products that you can deliver today—software.


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SOURCE Rochester Software Associates

Digital Transformation and Selling Software