Lets Get Real - Khalsa

Question 2

What matters more than technique in sales success?

Answer 2

Intent.

You must have a strong and genuine intention to help your customer solve their challenges in the best way possible.

“The more important it is to meet your numbers, the more important it is to stop concentration on your numbers and start concentration on the clients’ numbers.”

Question 3

What do you have in common with your customer that you must focus on?

Answer 3

You both want their business to succeed. Focus on this and help them get there.

Question 4

Why do solutions have no inherent value?

Answer 4

Because a solution is only relevant if it solves a problem.

The problem it solves defines the value of the solution.

No problem = no solution (no matter how good your tech product is)

Question 5

When should you never talk about a solution?

Answer 5

If there is no problem in which to frame the solution.

All solutions you present must be front-loaded with the business’ challenge they are facing

Question 6

What’s the mutual conspiracy and why do we fall for it?

Answer 6

It is that customers and salespeople love to talk about the solution before problems. It’s our comfort zone.

For us, it’s easy to talk about what we can do.
And it’s easy for the customer to look at a solution and judge it/you and hope it’s a magic cure for their problem without doing any work with you.

Question 7

What must you do early on in the sales cycle?

Answer 7

Move off the solution.

If the customer puts a problem down, don’t pick it up straight away with the solution.

Instead, ask effective questions that investigate the problem. DIG DEEPER

Question 8

What’s is the ORDER methodology?

Answer 8

O - opportunity: should they do it? Use GAP selling questioning + SPIN

R - resources: can they do it? Budget, people, time.

D - decision: who will make the call?

This first bit is MEDDPICC

E -