silver two Flashcards
What are the 4 principles to Ruthless Objection Handling
Tone and mindset
Confidence in product and impact it has on customer base
Acknowledge prospect’s objections without agreeing to them
“I could if that would be the most valuable thing but let me take a step back”
After first objection handle, go for the challenger close as a second swing
“So it wouldn’t be interesting if we could show you companies actively in a buying cycle for (their company) within (their market) in just 5 or 10 minutes
The break up
“Definitely don’t want to wrestle you onto a call by any means, if this doesn’t sound of value to you’m happy to leave you out of the loop and continue conversations with (x & y teams). Is that what you’d prefer or would setting up just a few minutes be worthwhile later tomorrow or the next day?
What is our champion mantra?
1) No Champion. No Deal
2) Champion Hunting is the most important skill to have as an AE
3) Definition of a champion - an individual in the customer org. that sells for you when you’re not there
What are the 3 characteristics of a champion?
1) Personal Pain and win, known to us, and champion knows we know
2) Political and technical respect in the organization
3) Able and knowledgeable on how to earn a decision for HG
What are the 3 components of champion selling?
Hunt
Finding people in critical business and IT initiatives
Ask consultants/partners/other vendors/your network/other employees
Seek out people being promoted
Watch for people influencing others
Listen for perceptive questions
Test
Can I consider you my internal champion?
How will HG impact you specifically?
What happens if we don’t get the deal done?
Would you be willing to sponsor a meeting with his/her executives?
Working out the ROI and math and asking who would be most impacted by this metric?
Enable
Add value to every interaction
Enable the champion with value and references
Build a mutual action plan
Align with their personal goal and objectives
Give them confidence you will help them succeed
Global Operations-VP Business operations
with on-demand operational views into market size, structure, and addressability painting immediate pictures for where growth, whitespace, and competitive trends and opportunities lie, ULTIMATELY driving efficient resource allocation and reducing GTM process inefficiencies
Product-VP Product management
with avoiding the number of product market bets being made avoiding launches that don’t have the amount of market demand as expected, reducing misalignment with GTM teams following launches, and keeping a finger on the pulse of competitive trends for product road map direction, integration strategy, and positioning
Finance-CFO
Strategically, with curtailing GTM resource costs by reducing sales attrition, avoiding product market bets that don’t actually have demand, and misaligned headcount allocation to markets lacking opportunity all helping ensure scaleable financial growth
