Creating the future of startup sales
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.
The issues listed below are just a small sample of the challenges corporations are dealing with. Some of them transverseover several years. Some of them are dictated by the Board of Directors and carry significance importance.
Decision Maker’s buy based on Meeting their Business and Personal targets.
Answer this few questions, and take the time to review them with your VP of Sales, Manager and favorite customers. If you work at a small business, have the CEO or Owner help you to get into the skin of your buyer
