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www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved. FormulaWon Growth Tracks Virtual Sales Meeting Refocusing
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© TruMethods, LLC. 2015 - All rights reserved.
FormulaWon Growth Tracks
Virtual Sales Meeting
Refocusing
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© TruMethods, LLC. 2015 - All rights reserved.
House Keeping
– Sound: VoIP or Telephone (Audio Pin #)
– Type questions or raise your hand to speak
– This webinar will be available in the Newsfeed
– Next Webinar is Focus on Success
• Tuesday January 20th at 2:00PM Eastern Time
• Topic: QBR-Quarterly Action Plan
When you're Schnizzin go to Schnizz corner!
members.trumethods.com/schnizz
Virtual Sales Meeting
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Inside Sales Champions
• We’re experiencing dramatic results with the
members of our Inside Sales Champions
program
• Go to members.trumethods.com/insidesales
to learn more about how it can help your
Inside Sales process
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Refocusing
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Refocusing
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Refocusing
• Refocusing: The process of getting
prospects to understand our value
proposition even when they have their own
idea of why they should buy
• Refocusing supports Reframing
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Refocusing
• You abandon Reframing
• You sell to “their reasons”
• You lose control of the process
• They go dark
• You are shocked
• You don’t think it’s your fault
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Refocusing
• A specific pain
• An issue with a vendor
• A change in their business
• Their view of IT costs (money reason)
• A personal reason
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Refocusing
• Server or application down for two days
• Back-up off line for two weeks
• Virus issue
• Response time
• Their tech is leaving
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Refocusing
• Opening a new office
• I’m new and want to make a change
• They feel they are outgrowing the current
vendor
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Refocusing
• The natural response is to sell
• You explain how you will solve the pain
• Your solution is really the “everybody stuff”
• Many times you have lost control and don’t
know it
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Refocusing
• In the end “their reason” is almost never
enough to get them to buy or choose you.
• You have abandon our sales process
discipline
• You short cut the pain process
• You think this one’s different
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Refocusing
• Are they buying the end result?
• Have you uncovered additional pain?
• Do they understand your “Super Power”?
• Have you reframed the prospect?
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Irrefutable Logic
Current process
Their results
Our results
Super Power
Reframing
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Low
Perceived
Value
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Support Centralized
Services Professional
Services Net
Admin vCIO
Super
Power!
Potential
Perceived
Value
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Build your Super Power
Explain how you deliver this
higher level of support
Everybody
• Patch, spy, spam
• Virus
• Monitoring
• Back-up
• Helpdesk
• Cloud related services
Your Super Power
• Roles
• Process
• Resources
• Best Practices
• Standardization
• Documentation
• Technology consulting
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Refocusing
• Get three levels deep on their reason
• What is the impact of their reason
• Go negative
• Continue pain discovery
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Refocusing
• Be assumptive about resolving “their issue”
• Minimize their reason
• “The issue is not the issue”
• Refocus on the reframing process
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The Iceberg
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Refocusing
• Do they agree that you will solve issue?
• Recap the reframing process
• Ask if they see a clear difference in your
approach and results (Super power)
• Gain control: back to our process!
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Refocusing
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Examples
• Their tech or consultant is leaving (and you
cost less)
• Saving money is not the reason to buy
• Our reframing process is built on investing
more
• What is someone else is less?
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Examples
• Prospect is upset with their vendor and you
can solve the issue.
• Issue doesn't tip The Balance
• Their vendor will commit to change
• Everybody stuff can solve pain
• Your Super Power is not an advantage
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Refocusing Summary
• The prospect is trying to focus you on their
reasons to buy
• You need to refocus them back on our
reframing process
• Confirm their clear understanding of your
unique value
• Don’t let fear or laziness rule
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Q&A © TruMethods, LLC. 2015 - All rights reserved..
