The High Tech Sales Bootcamp I
Agenda Day 1
The Success Triangle
- The three factors that dictate your success or failure in a sales role.
- Hidden barriers to success in selling high tech solutions, and how to overcome them.
- What your sales manager probably won’t or can’t tell you — but should.
- 10 essential secrets from consistently successful technology sales people — results of our research.
- Access your selling style: Are you closing as many deals as you could?
The Sandler Selling System: Strategy - The Art of the Mutual Agreement
- Learn why 20% of technology sales people make 80% of the sales.
- Discover the tricks employed by savvy buyers and how to avoid getting trapped.
- Stop wasting time sending literature that isn’t read, preparing proposals that can’t win and doing tons of free consulting.
- You may look like a ‘slick salesman’ more than you realize.
- It’s a battle of the plans — the buyer has a plan. Do you? The stronger plan will always prevail.
- Why so many technology sales pitches leave your prospects cold — and what to do instead.
- Mapping your sales cycle, and what to do in the next step.
- How to customize a sales plan for each call and how to adjust it on the fly.
Making the First Minutes Count — Every Time
- Tactics to build rapport — most sales people put 100% of their effort into the 7% factor. Learn about the other 93% and how to build credibility and trust quickly.
- Exactly what to listen for in the prospect’s initial reactions — and how to respond.
- A low-key way to seize the initiative and take leadership of the buyer/’seller dance — that your prospect will be comfortable with.
- Earn your toughest prospect’s respect from the first minute.
Discover Their Reasons to Buy
- Questions to uncover your prospect’s personal hot buttons.
- How to get them interested, even if they say they aren’t .
- Conquer prospects’ reluctance to talk about their business issues.
- Get prospects to see your products and/or services as a solution to their business problem.
- How to conduct a business dialogue with executives outside of the MIS department.
Shorten your Sales Cycle by Staying In Control
- Design a series of questions to keep the call flowing smoothly.
- Your manager told you what to do — talk less, listen more, stay in control, get commitment — we’ll show you how to do it.
- Learn how to use ‘mini-contracts’ to ensure you stay in control of the process every step of the way.
- How to measure and document customers’ commitment to advance the sales cycle.
- Most reps ask about decision-making authority, but in a way that’s sure to cloud the truth. Learn the right way to uncover the true decision process and to get access to decision-makers.
- How to drive consensus in complex, multiple decision-makers.
- How to say "NO" and keep the deal alive.
- A fail-safe way to make your forecast accurate and reliable.
How to keep customers from using other software, hardware or service vendors to squeeze you
- How to uncover a prospect’s likelihood of deflecting to the competition.
- Techniques to avoid feature-to-feature combat and to make your prospect see your solution as a custom fit.
- How to know if your being used to get a better deal with someone else.
- How to dislodge prospects from a fixation on larger, more entrenched competitors.
When and how to talk about money
- Why high tech sales people leave money on the table.
- How to find out who really controls the purse strings.
- How to train your mind to see that price is rarely the real issue in technology purchases.
- How to turn ‘price’ and ‘cost’ conversations into ‘value’ and ‘ROI’ conversations.
- Common negotiating ploys used by trained buyer and how to counter them.
State-of-the-Art closing tactics that work
- How to know when to close.
- How to close users vs. managers vs. financial decision-makers.
- Closing tactics when selling to committees.
- How to beat end-of-quarter pressure.
Agenda Day II
How to handle the toughest high tech sales situations
- Assess your current responses to your most common objections, stalls and putoffs.
- Non-traditional tactics to handle even hostile prospects.
- Knowing when ‘No’ means ‘Maybe’
- How to get the attention of prospects who won’t call you back.
- What to do when deals get struck, and you’re missing your forecast.
- How to regain control of a sales call that’s not going well.
- Four tricks to use voicemail and phone gatekeepers to your advantage.
Pitfalls of Product Knowledge
- Why what you know can hurt you — how product knowledge is abused and how to use it effectively.
- How technology sales people, S.E.’s and consultants unintentionally alienate prospects.
- When to involve your S.E. — when not to.
- As an S.E. — how to be an effective sales partner.
In-class Exercises
- Apply the new tactics you’ve learned and hone them to your products and services.
- Get suggestions for optimizing your tactics.
- Bring your toughest and most frustrating questions and hear how a seasoned sales pro handles them with ease.
Do the unexpected — get a different (and better) response
- Break old habits and make new ones that are sure to pay off.
- Verbal tactics to reverse roles and get your prospect convincing you.
- Why questions are the answer, and answers aren’t.
- How to firm up any agreement you will reach with your prospect.
Prospecting Techniques to fill your pipeline with good leads
- How to warm up cold calls.
- Eliminate peaks and valleys in your pipeline.
- How to prioritize opportunities.
- How to get buyers interested, even when they say they aren’t.
- How to build your own optimized first call approach.
- Follow up on fresh leads with hyper efficiency.
- How to make contact without a cold call — higher payoff approaches.
- Develop your own ‘Sales Readiness Pain/Gain Toolkit.’
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