9 Master Disciplines of Effective Technology Sales
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Transcript of 9 Master Disciplines of Effective Technology Sales
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9 Master Disciplines of Effective Technology Sales SoftwareSalesSchool.com
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Have You Mastered the Field, Rules, and Tactics of Effective Tech Sales?There are 9 Disciplines to conquer.
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9 Master Disciplines of Effective Technology Sales
Field of Business
COMPANIES
CUSTOMERS
COMPETITORS
Rules of Advantage
ASSETS
ACTIVITIES
VALUE
Tactics of Sales
TRUST
PERSUASION
DECISION
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Business
Q: Why Do Markets Exist?
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Business
Q: Why Do Markets Exist?
A: Companies Create Value for Customers Against Competitors.
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(YOUR CUSTOMER)Why should your customer change their strategy, focus, or goals?
Focus on them before you.
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CUSTOMERS(THEIR BUYERS)Why would their end buyers spend more money with them?
Be strategic partner for them.
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RSWhy are competitors susceptible to your recommended moves?
Share competitive opportunity analysis.
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Advantage
Q: How is Advantage Created?
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Advantage
Q: How is Advantage Created?
A: Leverage Assets to Drive Activities that Produce Value.
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ASSETSHow could your customer best leverage their existing assets?
Understand what's not working.
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ACTIVITIESHow should your customer optimize workflow productivity?
Document productivity gains.
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VALUEHow would the new combination of assets and activities produce value?
Map out business outcomes.
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Tactics of Sales
Q: What Wins B2B Technology Sales?
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Tactics of Sales
Q: What Wins B2B Technology Sales?
A: Build Enough Trust to Allow Persuasion Towards Decision.
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TRUSTWhat personal connection could you make to engender trust?
Build components of trust.
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NWhat influences could you command to bring people to your side?
Show change as best option.
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DECISIONWhat guidance would you provide to move your customer to the finish line?
Overcome objections.
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Learn to Elevate Your Customer Conversations in B2B Software Sales
SoftwareSalesSchool.com
Gregg NicholsChief Sales Strategist