“Everything is Funny, When You’re Making Money!” Jerry Lang

“Everything is Funny, When You’re Making Money!” Jerry Lang

Hey Everyone,

Grab your coffee or energy drink and get ready to make some money!

These tips and tricks to selling will help you increase your closing ratio and put cash in your bank account!

And as I say, “Everything is Funny, When You’re Making Money!”

Let’s get started.

Prospecting – You need to do it every day. Email, calling, schedule video calls, whatever it takes to generate leads.

Discovery Call – Schedule those calls to dig into the details to see if there is a fit between the customer and what you are selling.

Hyper-Qualifying – Ask qualifying questions around money, authority, need, impending events, application, competition, and timeframe. Also, understand the decision process and purchase process. Ask several Who, What, Where, Why, When types of questions.

Negotiating – Collaborate to a Win-Win scenario. It’s Time to Win!

Closing – Ask for the deal. Wrap it up. Finish Strong.

Booking the Deal – Process the order. Make sure all the I’s are dotted and the T’s are crossed, and any legal paperwork is completed accurately.

It’s Time to Get Amped Up and Start Selling! Go Get It!

Check out my book “Secrets To Selling Software” on Amazon all over the World and don’t forget to swing by my website “Money Dog Media” regularly for great insights and tools for Selling, Leading and Success!

I’m Jerry Lang, Thanks and Talk Soon!

Selling During a Crisis

Selling During a Crisis

Below is an email response script guide to use when a customer tells you they have had their budget frozen or cut.

Hi Jeff,

We certainly understand budgets getting frozen and cut as we see this theme across many of our customers due to covid-19 impacts.

Several customers have found ways to make purchases for continuous uptime requirements or areas considered mission critical…

Are there databases in your organization that need to have continuous up time or are considered mission critical that could benefit from a SaaS subscription that can be considered an Opex spend?

We can offer delayed payment terms in the form of changing net 30 to net 90 or look at financing options with potential deferred payments for up to 6 months.

Are you available next week to discuss a few creative options?

How about Monday at 9am or Tuesday at 1pm?

Thanks,

(Your Name)

The objective is to get a deal regardless of external funding pressures by being creative and collaborating with the customer to find the budget for your “Mission Critical Solution”.

Being Tenacious and Driving Results is the key to Success!

Jerry Lang

Selling Value – The Value Proposition

Selling Value – The Value Proposition

We often hear about and discuss selling value in sales. Generally known as the Value Proposition for a product or solution.

There is our Value Proposition as the person or company selling and then there is the customers perceived value of what they are getting.

The customers viewpoint and buying criteria is obviously more important and should be identified first prior to launching an extended pitch that is uncertain to resonate without a discovery discussion.

The Discovery discussion identifies customer pain points that need to align with your Value Proposition to move forward and eventually earn a purchase.

Once a short 10 second elevator pitch is used to gain interest and stating the reason for the call the dialogue around your Value and the Discovery around the customers perceived Value can begin to determine the direction in the discussion.

As Steve Jobs stated “It’s not the customers job to know what they want. It’s our job to show them what they want”

 

Tell and show the customer the VALUE of your product or solution and why they need it. You are the expert. Make Recommendations. Get Creative. Be confident!

 

https://www.youtube.com/watch?v=2zfqw8nhUwA

 

Jerry Lang

Steve Jobs – Start With The Customer Experience

Steve Jobs

“And one of the things I’ve always found is that you’ve got to start with the customer experience and work backwards to the technology. You can’t start with the technology and try to figure out where you’re going to try to sell it.”

This Thought Leading Visionary style of working backwards from the customer experience may have been innovative at the time …

But, as history proved, it was right.

Jerry Lang

Leadership – Change Ahead

Team,

We have had a lot of changes since last year.

There is the worst Global Pandemic in over 100 years, Toilet Paper Shortages, Grocery Limits, Failed Businesses, Economic Collapse, Stock Market Volatility, Riots in the Streets, Curfews, Quarantines, and the Highest Unemployment since the Great Depression.

We are on our 3rd CEO since December. It has only been six months.

Our President has resigned.

We have an entirely new Executive Team bringing in their tribe and with-it significant change.

We have new tools, processes, metrics to live by and requirements.

We are forecasting weekly and sometimes more often.

Everyday there is something new.

We are a new Team this year. A Team of highly skilled, highly trained Professional Sales Experts.

We are an Elite Team with High Expectations and high quotas to match.

We are an Outside Field Sales Organization. The expectation is that we make things happen and go the extra mile.

We do not wait, we do not accept mediocrity.

We strive for excellence. We expect results because we take action to drive them.

More changes are coming.

Change is constant.

Nevertheless, we must FOCUS!

The Compound effect is our way to success. (From the Book: “The Compound Effect” by Darren Hardy)

Doing the right things over and over will reward us with results.

The right things are listed below and are expectations.

Expected Behaviors:

Ability to Listen.

Ability to follow Directions.

Ability to be Coachable.

Have a Positive Attitude.

Take action and execute.

Be creative to win.

Ability to contact Key Decision Makers at the C-Level.

Ability to accurately forecast.

Ability to CLOSE.

Ability to Execute with strong Prospecting, Discovery, Hyper-Qualifying, Presenting, Negotiating, and Closing Skills.

Closing: ASK for the order! Pick up the phone to close the deal. Don’t rely on email. Track the PO like a shadow at every step. Do not rely on the channel to do your job. The customer not responding is not a valid excuse. Who else have you called? What else have you done to close the deal? Call the CIO, CFO or other Executives. Ask one of our Executives to engage the customer if needed. Do not lose alone.

Building Pipeline: Prospect every day. Use email, phone, any tool available to help build pipeline daily.

Training: Be an active participant in trainings. Ask questions, learn, understand.

Self-Improvement: Actively read, train to get better at sales skills. Read all of our product datasheets to understand our solutions.

Helping Teammates: Be there for your peers, help each other build pipeline, close deals, strategize to grow the deal.

One Thing: What is the ONE THING you can do to increase sales? (From the book: “The One Thing” by Gary Keller & Jay Papasan)

Work with our Business Unit, BU counterparts, Distribution, Resellers, internal and external resources to help build and close deals.

Be Adaptable, success depends on it.

When the going gets tough, the tough get going! (Wrestling Coach)

Doing the right things will not only ensure that you survive change but it will help you to THRIVE!

Jerry Lang