Analog Growth Hacking - The Art & Science of Closing Deals by Sean Sheppard, Cofounder, GrowthX
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Analog Growth Hacking The Art and Science of Closing the Deal Sean Sheppard Co-Founder, GrowthX [email protected] @SeanASheppard #TractionConf
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Transcript of Analog Growth Hacking - The Art & Science of Closing Deals by Sean Sheppard, Cofounder, GrowthX
Analog Growth Hacking The Art and Science of Closing the Deal
Sean Sheppard
Co-Founder, GrowthX [email protected]
@SeanASheppard #TractionConf
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Sales is a conversation.
What do Customers Want?
Make Money Save Money Avoid Risk/Compliance
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Competitive Advantage
Recognition of Needs Evaluation of Options Resolution of Concerns Decision
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Why Customers Buy
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Art + Science = Conversation Framework
The Science of Closing the Deal
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PRO TIP: When creating a value hypothesis you don’t tell people what you do, tell them what you do FOR them.
Enter the conversation to sell
Enter the conversation to find a fit
PRO TIP: THROW AWAY YOUR SCRIPT. Scripts are static, conversations are dynamic.
Uncover the Truth
PRO TIP: The second best answer in sales is “No” — the sooner I get a no, the sooner I can move on.
Getting to the truth faster:
• Developing your hypothesis
• Define the value
• Can we work together?
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SPIN Framework
1. Situation
2. Problem
3. Implication
4. Need-Payoff
Gather background information and develop understanding of the context of the sale.
Explore customer problems, dissatisfactions, difficulties and concerns.
Link isolated problems by examining their effect on customer business and organization
Help customers discover the value and benefits of a solution of an implied need
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The Demo
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The LAST thing you do is demo the product
PRO TIP: ALWAYS ASK QUESTIONS
Pause, Ask, Listen.
