Category: Sales

Sales Athlete – Getting on the Podium

Every Deal Matters – All sales add up.

Your Deal Matters – Regardless of how small the deal is, your deal matters.

Every Hour Matters – Don’t waste precious selling time. Focus on the customer.

Every Call Matters – Prospect continuously, daily, make it a priority, it matters.

Every Email Matters – Some customers prefer email. Prospect continuously, make it a priority, it matters.

Every Ask Matters – Steve Jobs stated that the most powerful thing he learned in business is to “ASK”. Ask for the Sale!

Jerry Lang

Email to drive a stuck PO:

Try this: Adjust as needed.

To: Main Contact, add (CIO & CFO)

CC: All Relevant Customer Contacts, Reseller Contacts and Copy Yourself

Subject: 100 (Product) users are losing their license on 7/31/20

Hi Sally,

Hope you are well!

I’m following up on my previous emails and telephone call to see if we can expect a PO by tomorrow?

Your current (Product) licenses expire 7/31/20 and 100 people will be without access to perform their work duties.

The average Developer earns $125K per year, that’s $568.18 per day for 220 business days or $56,818 per day for your 100 (Product) users or $284,090 per week lost in productivity.

Would you like to jump on a video call to discuss?

I’m available Monday at 8am or 1pm.

Thanks,

Jerry Lang

CIO Closing Script

Below is an example of a closing script to get a deal unstuck with the CIO. This would be a follow up email to the CIO when there has been no response to an initial contact.

To: CIO

CC: Other interested parties, customer contacts, reseller

Hi CIO,

Hope you are well!

I’m following up on my previous email sent last week as I have not received a response.

This Sunday, 50 licenses of x will expire, and 50 employees will not have active licenses to use next week. Unfortunately, with no response from anyone within your organization, there is little I can do to help.

Is your organization’s CFO still John Smith? I have financing options to review with him that may help with recent budget constraints.

Thanks,

Your Name

This style of email leverages the fact that because of the CIO’s lack of response, several employees will be sitting around with nothing to do and Time is Money.

Let’s say that the average tech worker in this space makes $125K per year or roughly $568 per day and that 50 of these tech workers will be watching re-runs of their favorite TV show because their software license expired. That is about $28,400 per day or $142K burned per week due to a lack of communication.

That should get the CIO’s attention.

Also, by asking to confirm the CFO’s name, you are throwing it out there that you are planning to have a conversation with the CFO and that could make the CIO look bad for waiting or not being on top of the software renewal.

Lastly, by adding in other interested party contacts in the CC, you pull everyone together on the same page with a sense of urgency.

Good Selling!

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

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