Selling Advanced Mobility Solutions

With around 80% of the global labour force working away from a desk, the market for advanced mobility solutions is massive. However, each one of those deskless workers has different needs and, traditionally, sales presentations for mobility solutions emphasize the technology’s features and capabilities instead of how the technology can treat the prospect’s pain points. By instead focusing on the customer’s specific needs, challenges, and goals, sales professionals can provide more effective solutions that offer real value.

In his “How to Sell Advanced Mobility Solutions” masterclass, Microsoft Dynamics 365 MVP Rick McCutcheon joined Resco’s advanced mobility experts to outline a customer-centric sales approach to mobility solutions.

You can watch the full masterclass by clicking the image below, but let’s cover a few of the session’s highlights.

Advanced Mobility Solutions: What are they?

Advanced mobility solutions encompass a range of technologies, including smartphones, tablets, wearables, and augmented reality devices. They enable real-time data access, streamline workflows, and enhance communication, significantly improving field workers’ productivity and job satisfaction.

Key Steps in the Customer-Centric Sales Process

Identifying Customer Needs

The first step in selling advanced mobility solutions is thoroughly understanding the customer. This involves not just knowing who they are but also understanding their business processes, challenges, and goals. Building rapport is essential, as it helps create a comfortable environment where customers feel free to share their concerns and aspirations – and offers you the opportunity to cater to them.

Circumstance Questions

Asking circumstance questions is the gold standard for better understanding the customer’s current operations. They help reveal the specific conditions under which the customer operates, such as:

• Location and Nature of Work: Asking where employees work provides insights into the environments they navigate, whether at a construction site, in a factory, or out in the field. This helps in understanding the context in which the mobility solution will be used.
• Workforce Composition: Inquiring about the percentage of the workforce involved in fieldwork helps gauge the scale of the solution required. For example, a company with 80% of its workforce in the field will have different needs compared to one with only a few field workers.
• Types of Tasks: Understanding the tasks performed by field workers, such as inspections, repairs, or data collection, helps tailor the solution to their specific needs.

Challenge Questions

Now that we understand the customer’s operations, we can dig into some areas within their processes that we can help, such as:

• Tool and App Deficiencies: Asking about the current tools and apps helps identify gaps in functionality or efficiency.
• Manual Processes: Exploring the extent of manual processes and paper-based workflows can reveal opportunities for digital transformation.
• Access to Knowledge: Determining whether field workers have adequate access to necessary information can highlight the need for better data integration and accessibility.

ROI Questions

The final phase involves discussing the potential return on investment (ROI) of implementing the mobility solution. Key questions might include:

• Efficiency Improvements: How would providing field workers with the right information at the right time improve their efficiency?
• Cost Savings: What are the potential savings in time and resources if the solution enables field workers to operate more independently?
• Enhanced Customer Satisfaction: How would access to comprehensive customer information improve service quality and customer satisfaction?

Selling Advanced Mobility Solutions

When executing a consultative selling approach, salespeople must listen more than they talk, using the information gathered from the customer to tailor the solution to their specific needs. Of course, handling objections is also a critical skill, as customers may have concerns about the cost, complexity, or disruption associated with implementing new technology. Demonstrating a clear ROI and evidence of the solution’s benefits can help alleviate these concerns – which is much easier when you understand the customer’s operations and needs.

By shifting from a technology-centric approach to a customer-centric approach, advanced mobility sellers set themselves and their customers up for greater success in a competitive industry.

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