Creating the future of startup sales
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.
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.
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.
When Sales Rep use proper questioning they better uncover buyer needs, pains a personal business desires. When they questioning with the sole intent to derive metrics that the decision maker requires to make a sound and faster decision, they Rep gains a competitive advantage
After the Sales rep has done all the hard work of research prospecting, strategies, presenting, and delivering the proposal, they are faced with tyh4e #1 obstacle to overcome to get to a signature. It is the PROOF of all their claims and value statements.
As companies, from very small to large hire traditional hunters, it’s imperative they give the Sales Rep the correct rifle (my choice is a Remington 798 .30/06) with a great scope, targeted game, and the patience to stalk their prey.
First, stop being a salesperson! That person has no place in the meeting. The executive has granted you a meeting because they believe you will bring some insight or guidance on how they can do a better job in dealing with their top issues or initiatives. Plain and simple! You have to be a consultative resource.
Never check in! That is for hotels and not for an experienced Sale rep communication with a Decision Makers; regardless of the industry to size of firm. This is ineffective and actually rude because you are trying to waste the executive’s time.
