![]() And of course, you’re looking for top-notch security so that your confidential information is secure.” Step 4: Emotional Impact ![]() And you want a software that can be integrated with ERP, payment, POS, and all systems so they work cohesively together. Sales rep: “The laws and regulations keep changing, you want a company that keeps updating the software to account for these changes. Going on the example of the sales rep and CFO, here’s an example of what this might look like for rational drowning: This can also be simple if you don’t have any graphs or numbers to show. This is where you can bring in data, evidence, analytics, and numbers to explain your point. Now they need to back that reframe up! Step 3: Rational Drowningįor rational drowning, you’re just going to be backing up what you’re talking about and explaining to them why. The CFO should be intrigued.īut the rep can’t stop here. They’re alluding to the possibility that the CFO’s company needs a particular solution and that the situation has changed (they’re a bigger company now). Notice what the sales rep mentioned: “the size you are now” and “specializes in medium-sized companies”. But with the size you are now, you need a large, established vendor that specializes in medium-sized companies.” That’s what most of our clients started with. It can be a simple sentence that helps them see a new way.ĬFO: “We already have a local vendor in the area who does our accounting.” Unfortunately, many sales reps overcomplicate the reframe and make it too long. Simply put, the reframe gives the prospect a new perspective on their problem and what they might be missing. Once you’ve established and clarified the problem with the Warmer, the next step is to Reframe. Be present, be in the moment and not thinking about the next thing you’re going to say. Key points in the warmer are to truly listen, authentically care about their business, and empathize with their struggles. You’re just sharing one customer success story that’s similar and asking them what other problems they may be experiencing. ![]() If it’s appropriate you can then share a customer success story (this is just one type of story you can learn in our Storytelling Bootcamp). The warmer is about showing the client you already have a solid understanding of their business and that you now want to hear their specific challenges so you can best help them.Īfter asking questions to get an understanding, and authentically caring and being interested, you then share with them a brief background on who you’ve worked with that’s similar.Įxample: Salesperson: “We’ve worked with 50 medium-sized companies in your space and found that their typical challenge is X. You’re a sales rep at a large, established SaaS accounting software company specialized for medium-sized businesses.Ģ- Notice that your main overall objective of the presentation is to set up specific buying criteria for your prospect and, in the end, demonstrate that your product fulfills the exact criteria. For the buyer, we use CFO (it can be any department head responsible for the purchase). In this article, you’ll read an explanation of the process and see examples of its use.ġ- For the challenger system example, we use a SaaS accounting product to demonstrate the sales process (you can replace it with any other product you want). While working with clients, we found that implementing the 6-step process can be overwhelming. That’s where the Challenger system comes in with the 6 step process to help to craft a powerful and persuasive message. ![]() Just connecting features and benefits to a customer’s needs isn’t enough to close deals in today’s environment. ![]()
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