HELP YOUR SELLERS FILL FUNNEL & SHORTEN SALES CYCLES …€¦ · FILLING PIPELINES BIGGER & FASTER...
Transcript of HELP YOUR SELLERS FILL FUNNEL & SHORTEN SALES CYCLES …€¦ · FILLING PIPELINES BIGGER & FASTER...
HELP YOUR SELLERSFILL FUNNEL &SHORTEN SALESCYCLES TO BECOMEMORE VALUABLEAVOID 3 KILLER SELLING MISTAKES
PRESENTATION FOR
1999 5C'S COPYRIGHT PROTECTED
OBJECTIVES
Helping sales reps &channel sellers becomemore valuable to yourorganization faster Driving profitablerevenue growth fasterthan ever before: 30%+more sales velocity
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AGENDA
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Fill sales pipeline Speed up sales cycle
FILLING PIPELINES BIGGER & FASTER
FILLING PIPELINES BIGGER & FASTER CHRIS-BENNETT-TRAINING.TEACHABLE.COM
5Types of questions sales pros must ask in customer meetings. Only one directly relates to filling pipeline. Most sales pros do not know this.
CAUSE
EFFECT
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Circumstance Challenge Consequence Change Positive Closing / Bridge
Only challenge questionspurposefully fill the sales
pipeline/funnel.
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Issues
Concerns
Obstacles
Worries
Frustrations
Problems
Difficulties
Headaches
Complaints
Troubles
Struggles
FILLING PIPELINES BIGGER & FASTER | CHALLENGE
CHALLENGE QUESTIONS
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Challenge questions must include achallenge buzz word.
Asking challenge / fishing questions is oneof the highest impact sales activities.
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The mindset for asking challengequestions is…where does it hurt?
Prospects must say the words: “ I’mworried about…” “We’re strugglingwith…” “My problem is…”
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No problem = no sale.
Asking challenge / fishing questions is oneof the HIGHEST IMPACT sales activities.
A1
Bigger pipeline
First sellers are problem detectives.Second they are solution sellers.
Why are CHALLENGE QUESTIONS
critical to success?
A2
A3
What types of difficultiesdoes your team having setting
up video conferencing?
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Does your staff strugglewith the VPN or
connecting to head officewhile on the road?
2 What are your 3 biggest
headaches collaboratingbetween different
locations?
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Do you worry that if you hadto restore a data back up it
would take too long / becomplicated?
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What types of challengesdo you have with storage& memory during peak
times?
5 What concerns do you
have about security?
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Do you worry that your staffhas too many jobs and not
enough time?
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What types of issues doyou deal with trying to
manage all the servers?
8 What are your two biggest
concerns defendingagainst malware?
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What is your biggest obstaclemoving more work to the
cloud?
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What is your biggestcomplaint about…?
11 How hard is it for you
to…?
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What kinds of issues do you facegrowing; sales & profits? 1
What concerns do the executiveshave about the customerexperience? Churn rates?
What part of the business isstruggling most with cost control?
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Which one of the dept. leaders is frustrated with employeeproductivity?
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FILLING PIPELINES BIGGER & FASTER | CHALLENGE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
How many fishingquestions are being
asked?
Typically salesmanagers, PAMs,
CAMs, channel leadersare not tracking.
FILLING PIPELINES BIGGER & FASTER | CHALLENGE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
INPUTS = OUTPUTS
If not fishing for problems
= BIGTROUBLE
FILLING PIPELINES BIGGER & FASTER | CHALLENGE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
guiding principles forasking challenge questions
correctly.
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VERY EASY TO LEARN & APPLY
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types of questions formeetings… challenge /
fishing was one.
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MEET ANOTHER
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Circumstance Challenge Consequence Change Positive Closing / Bridge
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CONSEQUENCE QUESTIONS
= PAIN
PAIN DETECTIVE
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Pain in whatcontext?
_________________
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THE OBJECTIVES OF ASKING CONSEQUENCE QUESTION ARE:
Reveal the financial pain of living with their # 1 challenge.
Create urgency to shorten the sales cycle.
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PAIN
PRICE
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Gather numbers to build abusiness case and ROI basedrecommendations.
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Differentiation; seen as aprofessional advisor vs. a seller. 4
DOCUMENTED IN THE EXECSUMMARY
LETTER
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Sequence is a critically important key to the discoverymeeting interview.
Consequence follows challenge. It must.
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What do we want to do to with the # 1 challenge the prospect just told us about? Q
A M__ __ __ __ __ __ __ IT.
PRICE
PAIN
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Monetize it.
What are all the costs ofliving with the # 1 problem
they just to us about?
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The problemcosts more than
the solution.
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Could it lead to…lost sales? If so,how many, value, annual cost? If you don’t
free up ITresources… How will it effect…the customer
experience? If negatively, how?Rebates/ rework costs? Cost of lost customers?
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What impact does it have on…you?Fall behind? Overtime? Opportunity costs?
What are the consequences of thaton…other employees? Lost productivity? What are the costs?
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100 employees lose an hour per week @ $25/hr.
= $2500/week $10,000/mon $120,000/yr.
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SALES 1
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THE COSTS OF LIVING
WITH THEIR #1 PROBLEM?
CUSTOMERS
PROSPECT
CO-WORKERS
The bigger the cost of pain the greaterthe sense of
___________________________ to buy.
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How often are yourreps & channel
sellers including the cost of the problemin their proposals?
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When the cost of the problem is HUGE they find budgeteven where there is none.
Cost of problem = $1,000,000
Cost of solution = $100,000
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@ 1000% ROI no-brainer territory
"shorten sales cycles.."
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very high impact sales activity mandatory not optional weak pipeline means toofew fishing questions
FILLING PIPELINES BIGGER & FASTER
CHALLENGE
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expose financial pain Octopus drill looking for 10:1 = no brainer
FILLING PIPELINES BIGGER & FASTER
CONSEQUENCE
Two-minute preview ofFishing Questions
to fill funnels.
Using Cisco securitysolutions as examples.
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WEIGHT OF THIS FISH?