Key Sales Foundation
The quieter you become, the more you can hear.
- Don't talk, just keep telling them and expanding on what they value and want to hear
- If they ask how you'd solve their problem, do not "puke" over their insights.
- "I'll tell you how, can I ask some more questions first?"
- Promote yourself as the painkiller, not the vitamin
- If they further hesitate, it probably means I didn't research enough about the decision makers and what they truly value.
RIPES - Why they wouldn't do business with you
- Risk Avoidance
- Image
- Productivity and enthusiasm
- Environmental, social and government
- Simplicity or speed
Deal Closing Principles
- Closing a deal should be near the start, you ask questions that connect their emotions
- Example: Show a picture/video of a guy's emotions during a cyber attack worth half of their company's database
- Then show his emotions again while using threat monitors and analytics
Post-Deal Follow-up
Follow up with them mid way through, thats when they least expect it and it shows loyalty.
