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Exchange Training (So-why don't we:Question:Why do we get trapped into…
Exchange Training
So-why don't we:Question:Why do we get trapped into a pitch:Question:
EASY
WE'RE EXCITED
They SHOULD want it
EASIER THAN USING OUR BRAINS
THEY DON'T WANT TO ANSWER QUESTIONS UNTIL WE PROVE SOMETHING
IT SHOULD BE OBVIOUS
THEY KNOW THE MODEL
SF is poor - good questioning skills lacking - nervous (Darcy German):!:
Downside............ :green_cross:
Whats required for Customer to buy from pitch first:Question:
Customer has to have the motivation to:
Understand where value might sit
Overcome any previous bias
Ignore bits that don't fit
Assign
value to the elements that work for them
What falls to us:question:
Pitch clearly
Hope for the best
Attempt to close
DO THEY HAVE THE MOTIVATION:question:
FOUR
What do WE need to do to fix:Question:
Resist the temptation to pitch
To do this what's needed:Question:
Buy time & permission
TOOLS: Rapport:Hook:VP
VP you think not needed - hooks all it takes to gain permission to tell your story...True, but not enough to engage, have credibility, ask tough challenging questions!
VP 1-4
Situation Fluency
I'll bet
Questioning skills
How to challenge. Move out of rapport. CAUSE & EFFECT
Real care for conversion rates
15-20% (On full KPIS)
Matching PROCESS - ROT!
FIVE
#
Pitch based vs Value/Solution based
Definition of Pitched (Here's what is/does/want) - acc diagnosis of sit/acc ident & agreement of POP-Goals/matched delivery
1000 sale people - which?
What about this team?
Exchange better? Worse? given same research/gatekeeper - conversion rates?
RBI -Neil Stiles "Better the product the worse the salesman
ONE
#
Whats really happening?
Objection. 2 types. What are they? V vs C
Wrong rebuttals?
SO-rule - has to be value first!!
TWO
#
IF true for Objections - could it be true for the overall sale?
What would happen if we led on the HOW we would deliver value before first establishing where the value sits?
Temptation is to think it's one sized fits all
PAIN CHAINS
1) Long sales cycles :!:
3)
Far more expensive :!:
4) More complex than they think:!:
5) They don't see how we fit in and the real challenge is to get them to realise the problem is actually not where they think it is, but its upstream (unstructured data)
How solve:question:
What should you ask next :question:
How solve :question:
What should you ask next :question:
How solve :question:
What should you ask next :question:
2) Buying from competitors
How solve:question:
What should you ask next :question:
What should you ask next :question:
How solve :question:
Think about WHAT are we saying in the sale - be honest - lets build up sale :black_flag:
THREE
INTRODUCTION We're going to get into some interesting areas
I'm going to ask questions that you'll maybe find uncomfortable
Some smart enough to work out where I'm going and give me the answers they think I'm looking for - but that would be the most stupid thing a smart person could do. WHY:question:
The truly smart will be 100% honest with themselves first and by extension - the rest of us
ROT
Manages - who could run a training on it?