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Hotline M2M (Technical Sale (Steps/Strategy (Business Justification review…
Hotline M2M
Technical Sale
Lockouts
Hotline & Incident Management
Dedicated Phone Number
Contact center
Global
Company
NAVEX
In a league of its own
Dabble in the space
Smaller Company Response
Larger Company Response
Implimentation
PS
Rep
Traps
VS Low cost providors
Old software
Steps/Strategy
First call/Disco
Presentation
Demo
Business Justification review
Executive Summary
Why Now
Requirements (Lockouts)
Introduction - DRAFT
ROI
Case Study
References
Pricing
Three Options
Implementation overview
IT
Purchasing
Legal
Overview
Technical Sale = Choosing NAVEX to the exclusion of all others
Simultaniously work the business sale
What is in it for them?
how will it help them?
how will it better their career
Quality of life
Which sales laws apply?
Who are the players?
Who has the technical recommendation
GC/Legal
Compliance
VP of HR
Champion - how does this help them personally and professionally
MISTAKE - STICKING WITH ONE PERSON
Blockers
work around/neutralize/turn them around
Rules
Why is this important/why now
Setting the rules
.... what others have found
what happens when...doesnt work
Breaking
Things have changed
At first look you are right, but when you look into it
Emotion backed with logic
DMC
Possible Next meetings
NDA/DPA/Questionairre
Get back to you with answers
SE Demo
Business justification overview
Customer Reference Call
Onsite
Offsite coffee or meal
Joint Implementation Plan
Future product release call
Group Demo
Individual Demo
Intro to Manager
[Quid Pro Quo - what do they ask for? what are my responses and what can I ask for in return?
Pricing
Demo
Recovery
Signs you are losing
Radio Silence
Lockout
Rules have changed
Champion sounds like a competitor
End Run
Muddy the waters
Process
Improve
Eval where I am
1-10
Ask for feedback
Document
Learn the skill
Rehearse
review
Evaluate performance
Strategy
Foundation to E-Lite
AL to EPIM
Why
Why Now?
Why Customers Most Likely to purchase
Global Presence
Data Privacy
Capturing concerns outside system
Best Questions
Types of deals
AL to EPIM
Reasons Why
Global Presens
Data Privacy
Translations
WIS
reports
Caputing concerns outside of the system
Quoting
Checklist
Working with AM
Foundation to E-Lite
Reduce time for investigations
Track Multiple Intake Methods
Expand system outside
Net New
Dedicated phone number + Communication specialist
Languages
Growth
Data privacy
Prospecting
Trigger Events
Acquiring company
New Leadership
Lawsuit
Push vs Pull
Business Sale
Laws
Nothing happens unless you make it happen
Everyone will ultimately act in their own self interest
What is not possible is covertly negative
It is not the product
Business Justification
First Call
Laws
Battle Cards