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I’ve been seeing today’s issue in forums, in conversations with customers, etc and there is a lot of misguided information in the marketplace. I feel like so much of the advice being given for people who want to close deals up to multi-million dollar deals is completely oversimplified.
Remember, complexity is the enemy of execution, so I understand the need to simplify things.
I’m seeing many people resort to using a selling methodology – don’t get me wrong, there are a lot of good selling methodologies out there, but the common thing I see with them all is that they are incomplete.
The framework I am sharing with you today helped close over 35 $500K to $20 million deals, even with inexperienced sales reps. This methodology would also work with smaller deals – $40K, $50K, and $100K. It has stood the test of time, and it’s worked in a variety of situations.
This methodology was developed after putting together all of these deals and I was able to determine that it really boils down to 3 things.
The strategy – all about the customer
The logical strategy – the buyer process/approval process
The emotional strategy – drives 80% of the decision making process because it is ingrained in our psyche.
The sales process – how will you align your sales process with their buying process?
How you orchestrate your team in the process
Level up the chance of success and getting the outcome you desire by giving your customer the outcome they desire.
The execution – the tactics, and what you are going to say during the process, what problems are you solving at each phase, how can you get a synergistic effect.
Find out who the competition is:
Not doing anything
Control and strategically accelerate the speed of the sales process
Logic is how people make decisions, emotion is what creates action.
To effectively nail the strategy you have to make sure you have everything integrated vertically with the decision makers, but also horizontally, with all of the stakeholders and collaborators.
It is key to getting in touch with the emotional outcomes that will happen when you solve their problems.
Accelerating the speed of the sales process is one of the most critical outcomes because it can unlock your ability to grow your revenue with no additional resources, but by tweaking the sales cycle to cut down on the length of the sales process.
Do not make the mistake of trying to fine tune your sales process by starting with tactics. That is absolutely the wrong way to go about it. You have to start from the macro – the big picture and then refine down to the micro – the small details.
It just makes no sense to start with the micro and focus on the details.
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