Creating the future of startup sales
Themorewecanhelpourclientsconnectthevalueofourtechnologyorsolution totheirbusiness and personalobjectives,thestrongerthe buy-in andmotivationto takeactionand buy more, with larger more strategic deals. They want to do business with you as an advisor and NOT as a perceivedvendor.
When I think of all the sales training I have had, or have learned about, most, to all, have been effective and well worth the effort. Yet, few to none, have focused on time. Time from the perspective of having more of it for selling, thinking about strategies, doing more research, analyzing my pipeline, and the list goes on and on
Whenrespondingtocommonobjectionstakeadeep breathand hold it for3seconds.Youneedtobecalm,focused,and fitthecontextofthe relationshipyouarebuilding.Ifyouneedtousesometech-talktoanswer an objection,counttothree,andsound natural
Thebestsalespeopleknowthatsellingcomesdown torelationship building,and doingitquickly.And sincejustabouteverybody resents beinginarelationshipthatfeelsdisingenuous,it’scrucialthatyoudo NOTsoundlikestereotypicalsalespeople.
Theart istofocusonthe latentpain,whichisunderthesurfacetomostsalesfolks.With allproducts or solutions,thederived benefitsarealways,andI mean always,subordinated to thecustomer’sissues orpains.To start theconversation, “mention thatyourprices arenot thelowest;yoursolutions donothandleevery condition,etc
They are pre-occupiedwith their ownneedtosatisfytheir impulse to“getwhattheywant vs.get whattheyneed”.Whileyou’rebusytelling yourfeature/benefits,askingthemquestions,orsharinginformation, their attentionisfocused elsewhere.Salespeoplemust knowthisandquicklyrecognizeit.
Strategic priorities: Confirming the customer’s underlying strategic priorities and critical success factors not only enables salespeople to verify the accuracy of their assumptions, but also earns them credibility by demonstrating that they have done their homework.
Superior execution in these three areas yields great advantage but requires much work(free “gifts of Knowledge”). The salesperson must develop a deep understanding of the customer’s company; its products, services, and markets; and its organizational strategy, mission, and structure.
Sell higher, sell more!” is a common statement from sales managers; especially in technology firms. The exhortation is based on impeccable logic—get into the offices of senior executives and your opportunity increases to make larger sales repeatedly over longer periods of time.
Listen.Do not have an opinion while you listen because frankly, youropinion doesn’thold muchwater outside ofYour Universe.Just listen.Listen until theirbrain has been twistedlike a dripping towel andwhatthey have tosayis all overthefloor”.
