Creating the future of startup sales
Owners of small businesses are some of the most resourceful, hardworking and smart businesspeople you will find. They have built their businesses on sweat and tears mastering the art of “doing it all plus everything”.
The present state of affairs when selling large Enterprises day has dramatically changed from selling 10-15 years ago. That is a seemingly small amount of time especially when many of the companies wishing to be sold can be 50, 75 or even 100 years old. They move slowly within the Enterprise, but change is still inevitable
SDM supports all sales training models, especially the ones that predominately service small to mid-sized companies. There are literally hundreds of flavors, some with long, often cumbersome programs that span over weeks or months, some that deliver for 10 Sales Reps to 100’s, and some that focus only onone skill set
SDM cannot stress enough the importance of using a ROI to demonstrate short-term lift or savings. The reason is in today’s volatile and extremely fast-moving technology, Executives want to cut their risk and by undertaking a project in pieces, they can measure results, make changes, and strive for a solid return without finding out to late once they are well downstream
There is a general belief among Sr. Executives from the Enterprise to Mid to small business, is that ROI’s are very slanted towards benefiting the vendor. They are used predominately as IT investment justifications, and do provide insights bit are not well aligned to the prospect’s financial business model.
Constructing messages that will resonate with each prospect, based on their pains and the implications of those problems, is a much more successful approach than the typical “all-about-me-and-my-company” message most prospectors use
The first step to achieving success here is to re-build existing scripts to focusondelivering value, and not selling. Your “value proposition is the foundation ofallprospecting scripts”. Thus, the purpose of the cold call is to secureanappointment or action step and commitment to move forward with aqualifiedlead, not sell yourproduct.
A great way to uncover the value in what you are selling, whether it is software, hardware, services, or integration…is to perform a simple exercise. Simply start at the bottom of the chart and list all your features that “Increase Revenue” or Lower Costs”.
Once you have identified the business issue, the next step is to understand the problems that it causes to the business. These are commonly called pains in sales circles; because without pain, there is not enough motivation for change. Typical examples include:
One of the most important tenents when selling, especially when you are a pro and know you need to reach and engage with the Decision Maker so you can get funded and close your deal in a reasonable timeframe, is to sell VALUE. But, this is easier said than done.
