sales Flashcards
including what in the heading will increase open rates of your prospects by 22%
company name
when speaking with vp and c level, the conversation should be around
increasing revenue and decreasing costs
when speaking with team members, you want to talk about
features, user friendliness functionality
To help your clients decide to change, you need to provide them with
a clearer, more complete view than they have now. Because you can see the patterns your prospective clients can’t see, providing that view creates new potential and possibilities. Helping your client understand where they are, is valuable, if not always warmly received. Plot this location on a maturity model, one that indicates whether your client is lagging the industry, is good enough, is competitive, or is on the leading or bleeding edge when it comes to their approach and their results.
The modern sales call is more about
insight and experience than the legacy sales call. Where the legacy approach to a first meeting would have you ask the value-subtracting question “what’s keeping you up at night,” the modern approach would have you say “this is what should be keeping you up at night.”
Where the legacy approach assumes your client understands their world and is already motivated to change, a modern and a more effective approach
suggests that you create value in the conversation by helping your contacts better understand their location in a new reality, one that is going to require them to do something different to adapt.
When you’re writing, ask yourself this:
would you send an email with this subject to a friend or colleague? For example: Would you write any of these to someone you personally know?
great sales tie downs that you can sprinkle into your presentation or conversation with your prospects:
Do you know what I mean? Does that sound right? Shouldn’t it? Do you agree? How does that sound? Does that make sense? Isn’t it?
when you are new in a role, you dont have experience or exposure to certain types of scenarios, or problems, so if you cant rely on previous work experiences than you should
rely on someone at your company and let the customer know, i think my coleague has been able to help in these types of situations, i can loop him in for a follow up conversation, and then you get exposure quicker, and can build off that
SPIN Situation Questions
What is your role at [company]?
How do you do X?
What’s your process for X?
Walk me through your day.
Do you have a strategy in place for X?
Who’s responsible for X?
How long have you done X this way?
Why do you do X this way?
How much budget do you have assigned to X?
Why do you do X this way?
How important is X to your business?
Who uses X most frequently? What are their objectives?
Which tools do you currently use to do X?
Who is your current vendor for X?
Why did you choose your current vendor for X?
SPIN Problem Questions
How long does it take to do X?
How expensive is X?
How many people are required to achieve the necessary results?
What happens if you’re not successful with X?
Does this process ever fail?
Are you satisfied with your current process for X? The results?
How reliable is your equipment?
When you have issues, is it typically easy to figure out what went wrong?
How much effort is required to fix your tools or buy new ones?
Are you happy with your current supplier?
SPIN Implication Questions
What’s the productivity cost of doing X that way?
What could you accomplish with an extra [amount of time] each [week, month]?
Would your customers be [more satisfied, engaged, loyal] if you didn’t experience [problem related to X]?
If you didn’t experience [issue], would it be easier to achieve [primary objective]?
Does [issue] ever prevent you from hitting your goals in [business area]?
When was the last time X didn’t work?
How is [issue] impacting your team members?
Would you say [issue] is a blocker in terms of your personal career growth?
Would saving [amount of time] make a significant difference to your [team, budget, company]?
How would you use an extra [amount of money] each [week, month, quarter, year]?
Has a problem with X ever negatively impacted your KPIs?
SPIN Need-Payoff Questions
Would it help if … ?
Would X make it simpler to achieve [positive event]?
Would your team find value in … ?
Do you think solving [problem] would significantly impact you in Y way?
Is it important for your team members to see X benefit so they can take Y action?
what should you do to improve your chances of winning a deal when speaking to prospects
Make sure to mention that you did your research on that company and really understood there history and that you understood where they were in there company life cycle
what should you always during a sales meeting
Summarise everything the prospect has said to you
What this does is prove you have been listening and understand the real needs of the prospect as they have been describing them. It builds your credibility as well as your knowledge and helps you on the journey to gaining commitment.
