Close
Successfully closing a deal means being very clear on what you customer needs to do, to commit. Lead them through the steps to make the purchase or add seats. If you are not able to close on your desired outcome, make sure you are moving the account forward with clear next steps like setting up a demo call or helping them try a new feature or install the trial version.Once you've put together your sales pitch, it's time to close the deal. This is the time to answer any additional questions and respond to objections.
Objections, concerns, and hesitations are a natural part of the decision-making process. They are not necessarily an indication that the client does not want to do business with you. The way you handle them will determine your success.
Review the responses to common objections in the chart below to address any last concerns and secure a commitment to purchase.
When all your hard work comes to fruition and it's time to sign the contract, be sure to confirm the terms and conditions with the customer. Then Then set them up for success with the helpful onboarding resources in the Renew section.
Handling objections
IF THE CUSTOMER SAYS:
RESPOND WITH:
“I don't see enough value in Adobe Substance 3D to leave my current plan.”
With Adobe Substance 3D, you can benefit from many unique features compared to other 3D solutions:
Industry-standard tools for texturing with Substance 3D Painter, Sampler, and Designer
Native integration with Creative Cloud apps without the need to install or manage plug-ins
Productivity gains through streamlined workflows
Reduced costs and peace of mind with a shared team subscription managed in the Admin Console
A nondestructive workflow and integration with major third-party 3D software offerings, as well as the ability to have one unified parametric material library across all your apps
100 assets per month per user from a library of thousands of customizable models, lights, and materials created by specialists and world-class guest artists—modifiable parameters allow infinite variations, and you can pool assets among your whole team
“We don't want to learn how to use new apps.”
Adobe Substance 3D Collection is intuitive and easy to use. For additional help getting started, we provide premade ready-to-use materials, models, lights, and environments. And you can develop your 3D expertise fast with Adobe's Substance 3D online videos.
If you are new to Substance 3D Collection, check out the key features video for each product.
“We aren’t ready to move to Adobe Substance 3D at this time.”
Digital tools help your creative teams be more productive and efficient while creating a positive business impact. Get started today with a few memberships. You’ll establish an Adobe VIP program contract, and you can deploy additional seats quickly, if budget owners request them.
“Adobe Substance 3D Collection for teams is too expensive.”
Not only did Adobe align the subscription price of Substance 3D Collection with its previous Substance Pro Subscription price, but they also added a new tool and more 3D assets (from 30 to 100 assets/month).
“Renting software will be more expensive over time.”
Perpetual licenses have a fixed value over time, whereas Adobe Substance 3D Collection delivers increasing value over time, especially as your organization grows. Adobe continues to add new features, software, and content to the subscription at no added cost, including three major updates per year for each application.
Also, be sure to consider the opportunity cost of not having access to the latest 3D technology.