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Sales Hacker Series Dublin - Charlie Weijer

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Sales Hacker
Sales Hacker

Charlie Weijer Sales Hacker Series Dublin, September 23, 2014 Visit SalesHacker.com for more sales hacks, tips, and tactics.

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SalesHacker Charlie Weijer EMEA Director Sales Development & Marketing
Here we go… Sticking to the Agenda! • Find out how to speed up deal cycles by starting at high gear • How to pinpoint the smaller deals that lead to big deals • How to identify landmines and then apply pain relief • The right ways to gain insight early on to accelerate deals • How to keep prospects on an agreed timeline • Ways to avoid slowing down deals with hype and preconceptions • Traps to avoid and how to navigate them and much more .........
Speed up Sales Cycles? Get QUALIFICATION PERFECT?! 1. Understand WHY the prospect is speaking with you a) Is it a Pain to fix? b) Is it a Gain to get? c) Is it to keep their job? 2. Understand WHAT we can help them solve / Improve 3. Understand WHEN this needs to be done 4. Understand WHO needs to be involved 5. Understand WHERE the money needs to come from
Little deals may well become big ones! • The concept of “Seed & Grow” • Deliver, deliver, deliver… • Make the customer feel the love! • Qualify over and over again, and ensure you understand where your solution is having the most impact! • Widen your base of influence… • Sit down with the customer and ask WHY you won the deal! • Leverage the relationship as a reference for future customers
Landmines? • Ignoring competitive threats • Discount at the wrong time! • Ignorance about your customer's industry • Insufficient product knowledge • Selling too low within the prospect
Keep prospects on an agreed timeline • Various names are used • MCP • JEP • MEP • Etc… • How do we keep them on the straight and narrow?
Gain insight early on • Are you talking to the right people? • Are they the “Sole decision maker”? • Move past the “Maybe” • Example: Get the next step agreed at the end of each customer interaction, and get the commitment there & then. Give the prospect a graceful “out”…
Don’t believe the Hype! • We all have Happy Ears • Decision Maker Stringing you along • No discussion on price! • Are you “Column Fodder”? • “It’s in the bag” – Really? • Validate and Qualify • EVERY • Step • Of • The • Way….!
Traps! Traps! Traps! • Don’t wait at the end of the cycle to try and close • Agree next steps all the time • Qualify every step of the way! • Don’t waste time without mutual commitment! • Don’t spend a lot of time and resources doing work on proposals when you don’t understand the clear next steps from the prospect.
Best Sales People’s Characteristics - Debate • Naturally curious & interested • Actively listening • Positively engaged with their prospects goals • Hungry • Resourceful • Organised and Structured • People Person? • Hold themselves Accountable • Networkers • Competitive & Driven
Thank You

More Related Content

Sales Hacker Series Dublin - Charlie Weijer

  • 1. SalesHacker Charlie Weijer EMEA Director Sales Development & Marketing
  • 2. Here we go… Sticking to the Agenda! • Find out how to speed up deal cycles by starting at high gear • How to pinpoint the smaller deals that lead to big deals • How to identify landmines and then apply pain relief • The right ways to gain insight early on to accelerate deals • How to keep prospects on an agreed timeline • Ways to avoid slowing down deals with hype and preconceptions • Traps to avoid and how to navigate them and much more .........
  • 3. Speed up Sales Cycles? Get QUALIFICATION PERFECT?! 1. Understand WHY the prospect is speaking with you a) Is it a Pain to fix? b) Is it a Gain to get? c) Is it to keep their job? 2. Understand WHAT we can help them solve / Improve 3. Understand WHEN this needs to be done 4. Understand WHO needs to be involved 5. Understand WHERE the money needs to come from
  • 4. Little deals may well become big ones! • The concept of “Seed & Grow” • Deliver, deliver, deliver… • Make the customer feel the love! • Qualify over and over again, and ensure you understand where your solution is having the most impact! • Widen your base of influence… • Sit down with the customer and ask WHY you won the deal! • Leverage the relationship as a reference for future customers
  • 5. Landmines? • Ignoring competitive threats • Discount at the wrong time! • Ignorance about your customer's industry • Insufficient product knowledge • Selling too low within the prospect
  • 6. Keep prospects on an agreed timeline • Various names are used • MCP • JEP • MEP • Etc… • How do we keep them on the straight and narrow?
  • 7. Gain insight early on • Are you talking to the right people? • Are they the “Sole decision maker”? • Move past the “Maybe” • Example: Get the next step agreed at the end of each customer interaction, and get the commitment there & then. Give the prospect a graceful “out”…
  • 8. Don’t believe the Hype! • We all have Happy Ears • Decision Maker Stringing you along • No discussion on price! • Are you “Column Fodder”? • “It’s in the bag” – Really? • Validate and Qualify • EVERY • Step • Of • The • Way….!
  • 9. Traps! Traps! Traps! • Don’t wait at the end of the cycle to try and close • Agree next steps all the time • Qualify every step of the way! • Don’t waste time without mutual commitment! • Don’t spend a lot of time and resources doing work on proposals when you don’t understand the clear next steps from the prospect.
  • 10. Best Sales People’s Characteristics - Debate • Naturally curious & interested • Actively listening • Positively engaged with their prospects goals • Hungry • Resourceful • Organised and Structured • People Person? • Hold themselves Accountable • Networkers • Competitive & Driven

Editor's Notes

  1. Yellow items are to be updated with your Name and Region
  2. BANT v/s SPIN v/s SANDLER v/s BASHO v/s COSTIGAN
  3.  “Bill, listen. I’m tired of customers jerking me around and me working as an unpaid consultant. I do all the research, come up with a fix and you jerks use my quote to get a cheaper price from your current vendor. What the heck, Bill?”
  4. Ways to avoid slowing down deals with hype and preconceptions