Drill

Question 1

You finished the demo and you’re ready to start talking about pricing. What do you do?

Answer 1

Qualify which subscription level is the best fit for their organization.

Question 2

You’ve determined that the Platinum subscription is the best fit for your prospect. What do you do?

Answer 2

Discover if they do multi-year subscriptions if there’s a heavy discount

Question 3

You’ve determined that your prospect does multi-year subscriptions. What do you do?

Answer 3

Give them the Platinum 3-year price with PhishER as one price and find out if they agree if that’s a good price.

Question 4

The prospect says, “That price seems fair for three years, but definitely more than we will want to pay all at once. Are there any other options?” What do you do

Answer 4

Position the 3-year subscription without heavy hard-sell at this point in the sales process

Question 5

The prospect still thinks the three year is too expensive. What do you do?

Answer 5

Price the one year Platinum subscription.

Question 6

The prospect agrees that the 1-year is the right price for their organization. What do you do?

Answer 6

Ask for the business.

Question 7

The prospect says they can’t get it back today. What do you do?

Answer 7

Find out what their approval process is: who’s involved and their commitment to SAT.

Question 8

The prospect says that he needs to present this to his CIO, who is the final decision maker. What do you do?

Answer 8

Find out if the prospect’s CIO is on board with SAT.

Question 9

Your prospect says that the CIO is not onboard with SAT. What do you do?

Answer 9

Offer to give the CIO a demo. If the prospect doesn’t think a demo is needed, let them know that you’re going to send him some documentation to help sell his CIO on SAT and KnowBe4

Question 10

The prospect doesn’t feel a demo is needed. What do you do?

Answer 10

Find out what the prospect’s timeline is for implementation.

Question 11

The prospect says he’d like to be up-and-running by the end of the month. What do you do?

Answer 11

Find out when the prospect will be presenting SAT and KnowBe4 to the CIO.

Question 12

The prospect gives a time. What do you do?

Answer 12

Schedule a follow-up with the prospect, preferably the same day, and send a calendar invite.

Question 13

The prospect agrees. What do you do?

Answer 13

Ask for referrals.

Question 14

The prospect said they will look for some referrals. What do you do?

Answer 14

Let the prospect know you’ll be sending over the quotes and some documentation, then ask for them to respond so you know they got them.