Month: March 2020

Sales Play – Mission Critical

Process that must function continuously for an organization to be successful.

Market – Target Top 10 largest customers and ask which databases are essential to the operation of the organization. What platform are they? Who manages them? What happens if they go down?

What are their Pain Points? What are their Preferences and why? Who in the account can be your champion or influencer? What are the critical business functions of this Database?

Trigger – Identify by “asking” – what would it take to get you to switch to our solution?

What is their trigger to switch?

Will they spend time on a demo, proof of concept or evaluate a trial? Are they open to product bundles?

Value Prop – Discuss, describe, present how Mission Critical Software can ease customer Pain Points and solve Business Issues. Explain the innovation differentiation behind your product as a preferred vendor.

Tell the story of your products leadership in the Market and how it helps customers just like them.

Explain – Why the customer should buy the Software. Present proof that it is a Category King?

Extrapolate on what they gain and what they lose by changing or staying business as usual.

Use a customer use case as an example to tell a story.

Sales Methodology – Map your sales cycle to customer buying cycle understanding “What it takes to Win” Utilize – 5 W’s – Who, What, Where, Why, When type questions.

Understand – MANIACT – Money, Authority, Need, Impending Event, Application, Competition, Timeframe.

SWOTT – Strengths, Weaknesses, Opportunities, Threats, Trends.

Objection Handling – HEPICC – Hear the customer out, Empathize, Probe, Isolate objections, Clarify, Close.

Repeat for the next 10 customers.

Jerry Lang

Sales Play – Velocity

Focus on upselling to a higher edition or version.

Market – Target Top 10 largest customers and ask how many people are using older editions or versions.

Who are they? What are their Pain Points? What are their Preferences and why?

Who in the account can be your champion or influencer?

What are the critical business issues these users are trying to solve?

Trigger – Identify by “asking” – what would it take to get you to switch to a higher edition or version?

What is their trigger to switch?

Will they spend time on a demo, proof of concept or evaluate a trial? Are they open to product bundles?

Value Prop – Discuss, describe, present how higher edition/version can ease customer Pain Points and solve Business Issues. Explain the innovation differentiation behind your product as a preferred vendor.

Tell the story of your products leadership in the Market and how it helps customers just like them.

Explain – Why the customer should buy the higher edition/version. Is it a Category King?

Extrapolate on what they gain and what they lose by staying with a lower edition/version.

Use a customer use case as an example to tell a story.

Sales Methodology – Map your sales cycle to customer buying cycle understanding “What it takes to Win” Utilize – 5 W’s – Who, What, Where, Why, When type questions.

Understand – MANIACT – Money, Authority, Need, Impending Event, Application, Competition, Timeframe.

SWOTT – Strengths, Weaknesses, Opportunities, Threats, Trends.

Objection Handling – HEPICC – Hear the customer out, Empathize, Probe, Isolate objections, Clarify, Close.

Repeat for the next 10 customers.

Jerry Lang