Stop Doing Demos Until You Create a Timeline

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Stop doing demos on initial calls and instead focus on understanding the customer's needs and vision through asking questions. Work with the decision maker to create a timeline that builds responsibility for both parties and includes milestones like a product demo later in the process. Get proper training to learn effective communication strategies like focusing on capabilities rather than products to better engage customers.

Business Technology

Become a Fan!
Do some research
Warm or cold call
Show interest
2 ears, 1 mouth
Just create curiosity on the first call

Who do you want to deliver your message?
Give something, get something back
Get to Decision Maker!

Help them uncover their own vision.
Where there is no vision, give insight
Different questions and message for DM
You are solving a big problem for them
Uncover the Vision!

Work backwards from “Go live”
Build responsibility for both buyer and seller
Put it in writing
Great to get a “billable” event
Yes (finally) the timeline will include a demo!
Create a Timeline!

Not a complete process - Get trained!
Dress for Success
Language matters
Focus on capabilities, not products
When to talk about price?

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Stop Doing Demos Until You Create a Timeline

1. Stop Doing Demos!

3. Become a Fan!

5. Become a Fan! Do some research Warm or cold call Show interest 2 ears, 1 mouth Just create curiosity on the first call

6. No Demo!

7. Get to the Decision Maker!

9. Who do you want to deliver your message? Give something, get something back Get to Decision Maker!

10. Still no demo!

11. Uncover the Vision!

12.

13. Help them uncover their own vision. Where there is no vision, give insight Different questions and message for DM You are solving a big problem for them Uncover the Vision!

14. Still no demo!

15. Create a Timeline!

16. Work backwards from “Go live” Build responsibility for both buyer and seller Put it in writing Great to get a “billable” event Yes (finally) the timeline will include a demo! Create a Timeline!

17. Not a complete process - Get trained! Dress for Success Language matters Focus on capabilities, not products When to talk about price?

Editor's Notes

Who has a sales methodology? How many of you follow that methodology? How many follow that methodology all the time? Sales is as much discipline as it is passion. We are all passionate and excited about Sportstec product capabilities and “what is possible” but following a process helps. Now this is not meant to be a thorough training event. I am going to discuss (or remind you about) a basic framework for you to follow if you do not have a methodology. Much of this is sales “101” (i.e. a basic course) although we all sometimes stray off the path. So, #1 point in the framework: Stop doing demos!!
We can easily fall into the trap of explaining why our customers did not make the decision we wanted them to. It’s very comfortable to talk to your co-workers about what is wrong with the customers. But I think it is important to take responsibility for lost and won sales. Don’t blame the buyer. They buyer does not buy because there is not enough perceived value. I believe that a disciplined sales methodology can help you with your “win rate”
 
 
’’ “” ’  
’’’
Step 2, Get to the Decision Maker!
Do you remember the child’s game called “Telephone”? Messages get diluted or changed with separation from the intended receiver.
      “ ’
Now you are talking to power! To the decision maker. And you feel great about the way you have managed the process. Onto Step #3 - Uncover the vision.
Remember what a vision is: It is a desired future state of order. And it also enables you to create a path to get there.
  ’ ’“”
Still no Demo! -What if the decision maker asks for a demo? “I would love to give you a demo!” But. . .
Can you tell me about your decision making or buying process?
 “”  “” “”
-This is not a complete process. Get yourself some training if you have not. I like Solution Selling. But even with training, you need to make it your own. You need to believe in YOUR methodology, not someone else’s. -Dress the part. If you want to be respected, then you should dress appropriately. -Language really matters - You should understand some jargon in your buyer’s world. But you don’t have to be an expert.

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