Sales Hacker Series Dublin - Charlie Weijer
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Charlie Weijer Sales Hacker Series Dublin, September 23, 2014 Visit SalesHacker.com for more sales hacks, tips, and tactics.
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Sales Hacker Series Dublin - Charlie Weijer
- 1. SalesHacker Charlie Weijer EMEA Director Sales Development & Marketing
- 2. Here we go… Sticking to the Agenda! • Find out how to speed up deal cycles by starting at high gear • How to pinpoint the smaller deals that lead to big deals • How to identify landmines and then apply pain relief • The right ways to gain insight early on to accelerate deals • How to keep prospects on an agreed timeline • Ways to avoid slowing down deals with hype and preconceptions • Traps to avoid and how to navigate them and much more .........
- 3. Speed up Sales Cycles? Get QUALIFICATION PERFECT?! 1. Understand WHY the prospect is speaking with you a) Is it a Pain to fix? b) Is it a Gain to get? c) Is it to keep their job? 2. Understand WHAT we can help them solve / Improve 3. Understand WHEN this needs to be done 4. Understand WHO needs to be involved 5. Understand WHERE the money needs to come from
- 4. Little deals may well become big ones! • The concept of “Seed & Grow” • Deliver, deliver, deliver… • Make the customer feel the love! • Qualify over and over again, and ensure you understand where your solution is having the most impact! • Widen your base of influence… • Sit down with the customer and ask WHY you won the deal! • Leverage the relationship as a reference for future customers
- 5. Landmines? • Ignoring competitive threats • Discount at the wrong time! • Ignorance about your customer's industry • Insufficient product knowledge • Selling too low within the prospect
- 6. Keep prospects on an agreed timeline • Various names are used • MCP • JEP • MEP • Etc… • How do we keep them on the straight and narrow?
- 7. Gain insight early on • Are you talking to the right people? • Are they the “Sole decision maker”? • Move past the “Maybe” • Example: Get the next step agreed at the end of each customer interaction, and get the commitment there & then. Give the prospect a graceful “out”…
- 8. Don’t believe the Hype! • We all have Happy Ears • Decision Maker Stringing you along • No discussion on price! • Are you “Column Fodder”? • “It’s in the bag” – Really? • Validate and Qualify • EVERY • Step • Of • The • Way….!
- 9. Traps! Traps! Traps! • Don’t wait at the end of the cycle to try and close • Agree next steps all the time • Qualify every step of the way! • Don’t waste time without mutual commitment! • Don’t spend a lot of time and resources doing work on proposals when you don’t understand the clear next steps from the prospect.
- 10. Best Sales People’s Characteristics - Debate • Naturally curious & interested • Actively listening • Positively engaged with their prospects goals • Hungry • Resourceful • Organised and Structured • People Person? • Hold themselves Accountable • Networkers • Competitive & Driven
- 11. Thank You
Editor's Notes
- Yellow items are to be updated with your Name and Region
- BANT v/s SPIN v/s SANDLER v/s BASHO v/s COSTIGAN
- “Bill, listen. I’m tired of customers jerking me around and me working as an unpaid consultant. I do all the research, come up with a fix and you jerks use my quote to get a cheaper price from your current vendor. What the heck, Bill?”
- Ways to avoid slowing down deals with hype and preconceptions