Selling for the Cloud Flashcards
Sales Intros and Ear Perks
Have a swift Opening
Say their name / Identify yourself and your company
I’m calling because…
The reason this is important is…
End with a Question
EAR Perk
Use the words “Helping with”
Use the words “Value in”
Swift Purpose Statements
Time: - save you some time by…
Money - Help increase your profit margin by …
Quality of Life - Trying to make it easier for you to …
Looking Good - Make you the hero around the office by…
Control - Help you get Control and Visibility over your…
Risk Protection - To ensure you are protected from… thru….
Happy - I love what you are doing… We are doing similar work with …
Discovery Questions
Are you in the cloud currently in any capacity?
If Yes: with who / what part of your business / Is it working out / Any difficulties / Any apps not in the cloud?
If No: why not?Is it a people issue? Process Issue? When was your last Infrastucure IT refresh? / Has it been painless? / How are you currently backing up data? Do you have a Disaster Recovery system, plan in place?
Is there an opportunity to move something into the cloud to demonstrate its value? What?
Pondering Challenges of Cloud
Are you worried about Security?
Having data in someone else hands?
How to sell cloud to Prospects
Sell to the Right Customer
Proactive It customers - who see value in Managed services
They understand and see the potential of the Cloud providing Flexibility and Scaleability to grow their business. If these types reluctant, offer a la cart services.
Sell to Right Needs
- Focus on OPEX instead of CAPEX*
- Free up in house IT / Scale up or down quickly*
- Business Continuity / Bkup and DRaaS*
Sell Value of Cloud
High level of Security / Availability / Flexability
No need for capital hardware investments and upkeep / guaranteed level of service, uptime
LinkedIn Selling Notes
Look
Initiate conversation
Nurture Relationship
Kick up the conversation
- Personalize message of why you are trying to connect*
- 300 or fewer words / view their page, what’s important to them*
_Example 1:_ name, something personal that interested you about that person, something you share in common - I’d appreciate the opportunity to connect
Example2: name, I liked your post on…
