Date post: | 11-Jan-2017 |
Category: |
Sales |
Upload: | clarissa-steinhoefel |
View: | 121 times |
Download: | 0 times |
ALL-IN-ONE
• CRM • Project management • Invoicing → stay organized → build better relationships → collaborate
QUESTIONS & ANSWERS
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What?
How?
Why?
When?
Discovery & Validation
Acronyms & Empathy
Quality over Quantity
Priority of project = urgency
Risks & Benefits
What is driving the customer to make a change?
What would success look like, and how will it be measured?
Is the status quo acceptable?
Industry, company size, location, current solution
Is there a deadline?
Is there an opportunity?
Compelling Event
QUESTIONS OF QUALIFICATION
ACRONYMS TO REMEMBER
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SPIN
BANT
UBV
CE
= Situation, Pain, Implication, Need
= Budget, Authority, Needs, Timeline
= Unique Business Value
= Compelling Event
ALIGNING UBV & COMPELLING EVENT
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What specific / measurable results can you deliver?
How does value differ from that of competitors? How
does the customer define value?
How is the value quantifies in customer’s terms?
Tips & Tricks
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ALWAYS KEEP CONTROL
Don’t be afraid to DISqualify
Bring your solution into the conversation as late as possible
Quid pro quo!
Don’t be afraid to call bullsh*t
TIPBe straight up
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Marketeer Inside sales Closer Customer Success Manager
Trial
Content
Adwords
Events
Referrals
Promotors
Marketing automation
1. Connect 2. Qualify 3. Demo
4. Close
5. Train
0. Nurture
Short call Mail VirtualPlanned, long call
B. Follow-up, advice and illustrate
A. Virtual demo in-depth
B. Face to face
A. Webinars B. Touchless C. BlogD. Face to face
Intuo
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6 MONTHS FREE ACCESS
Teamleader brings together CRM, project planning & invoicing in a simple tool.