More Sales Cards Flashcards
What two factors establish deal control?
Being proactive and being a leader
What is Leadership?
Leadership appears to be the art of getting others other to want to do something you are convinced should be done
What is being proactive?
Knowing what to do next and taking the actions to accomplish it. It is preventing what you know can go wrong and playing the game at least one move ahead
How to non-offensively exhibit control?
Act as a guide or leader in unfamiliar waters
What law most applies to controlling a deal?
You may know how to sell but your prospect does not know how to buy
How do you know if you are in control of the deal?
The way the prospect is reacting to your requests. They will be asking for help and support in justifying their descision. They will be cooperative and confirming your suggestions.
How do you test for control?
In every communicaiton make a request of information and action and see if they comply.
How and why to use quid pro quo?
To maintain and increase control in a deal, ensure that every request from a customer is met with a request for more information or action by yourself. Be assured they will not be shy in demanding what they want to achieve their own objective.
How to increase control?
- Determine what requests will be made by the prospect at each milestone and have a large but viable “ask” to be made in return. 2. Do not give them something for nothing in return. 3. By using the Map to Money, have natural points where request will arise and we should have a prepared list of things that we will need to advance the deal
What are the components to a Map to Money?
The starting point is a ist with each step matched to the correct player, items that can be done concurrently (vs. sequentially.) They it needs to include what needs to happen and what can go wrong with a response for all contingencies
What are the facets to EVERY sales Call?
What is the objective of the call? What are they going to ask for? What are three things that I will ask for in return? How will I know if we can move foreward? What is the next forward movement? What has our competitor been doing? What is the next touch point that we can get agreement on?
Map to Money
First Call - Objective is to find out who the stakeholders are and to turn the person whom you are meitng into an ally: a guide a worst and an advocate at best. They tell you whats going on and lead you to the economic buyer. Key objective is introduction to the Business Buyer
What is Sales Cartography?
Lost art of treating company as disparate individuals with different needs and different desires. Other models focus on request responding than to leading the prospect step-by-step to the purchase. Focus on this very early because you need to know where you are going in order to get there.
What to anticipate to keep momentum?
- Know what can go wrong at every stage to prepare for it and to prevent it. Things that go wrong are consistent and over-confidence is the biggest obstacle. Take preventative measures and have a recovery plan if things go wrong. 2. Know what the owner of the alternate soution can do to derail the progress towards a deciscion as a key foresight. SET TRAPS to lock competitors off. 3. Define the cadence of contact with each of the key players. Control and drive the process by keeping a cadence of communciations with each of the key players in the account. 4. Set and hold a deadling that must be reached and drive everything from that
What is the rhythm to revenue?
A deal has a rhythm and pace that needs to be identified and followed. It should be established with each of the key players in the organization. Charactaristics include 1. Lets talk next week. 2. Commitment on the next touch piont needs to be voluntary and mutually agreed upon. 3. If rythm is broken it is a negative signal that needs to be addressed immediatly.