HELP YOUR SELLERS FILL FUNNEL & SHORTEN SALES CYCLES …€¦ · FILLING PIPELINES BIGGER &...

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

CHRIS-BENNETT-TRAINING.TEACHABLE.COM

AGENDA

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.

EFFECT

FILLING PIPELINES BIGGER & FASTER | CHALLENGE CHRIS-BENNETT-TRAINING.TEACHABLE.COM

Circumstance Challenge Consequence Change Positive Closing / Bridge

Only challenge questionspurposefully fill the sales

pipeline/funnel.

Issues

Concerns

Obstacles

Worries

Frustrations

Problems

Difficulties

Headaches

Complaints

Troubles

Struggles

FILLING PIPELINES BIGGER & FASTER | CHALLENGE

CHALLENGE QUESTIONS

Challenge questions must include achallenge buzz word.

Asking challenge / fishing questions is oneof the highest impact sales activities.

The mindset for asking challengequestions is…where does it hurt?

Prospects must say the words: “ I’mworried about…” “We’re strugglingwith…” “My problem is…”

No problem = no sale.

Asking challenge / fishing questions is oneof the HIGHEST IMPACT sales activities.

Bigger pipeline

First sellers are problem detectives.Second they are solution sellers.

Why are CHALLENGE QUESTIONS

critical to success?

What types of difficultiesdoes your team having setting

up video conferencing?

Does your staff strugglewith the VPN or

connecting to head officewhile on the road?

2 What are your 3 biggest

headaches collaboratingbetween different

locations?

Do you worry that if you hadto restore a data back up it

would take too long / becomplicated?

What types of challengesdo you have with storage& memory during peak

times?

5 What concerns do you

have about security?

Do you worry that your staffhas too many jobs and not

enough time?

What types of issues doyou deal with trying to

manage all the servers?

8 What are your two biggest

concerns defendingagainst malware?

What is your biggest obstaclemoving more work to the

cloud?

What is your biggestcomplaint about…?

11 How hard is it for you

to…?

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?

Which one of the dept. leaders is frustrated with employeeproductivity?

How many fishingquestions are being

asked?

Typically salesmanagers, PAMs,

CAMs, channel leadersare not tracking.

INPUTS = OUTPUTS

If not fishing for problems

= BIGTROUBLE

guiding principles forasking challenge questions

correctly.

VERY EASY TO LEARN & APPLY

FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM

types of questions formeetings… challenge /

fishing was one.

MEET ANOTHER

Circumstance Challenge Consequence Change Positive Closing / Bridge

CONSEQUENCE QUESTIONS

= PAIN

PAIN DETECTIVE

Pain in whatcontext?

_________________

THE OBJECTIVES OF ASKING CONSEQUENCE QUESTION ARE:

Reveal the financial pain of living with their # 1 challenge.

Create urgency to shorten the sales cycle.

Gather numbers to build abusiness case and ROI basedrecommendations.

Differentiation; seen as aprofessional advisor vs. a seller. 4

DOCUMENTED IN THE EXECSUMMARY

LETTER

Sequence is a critically important key to the discoverymeeting interview.

Consequence follows challenge. It must.

What do we want to do to with the # 1 challenge the prospect just told us about? Q

A M__ __ __ __ __ __ __ IT.

Monetize it.

What are all the costs ofliving with the # 1 problem

they just to us about?

The problemcosts more than

the solution.

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?

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?

100 employees lose an hour per week @ $25/hr.

= $2500/week $10,000/mon $120,000/yr.

SALES 1

THE COSTS OF LIVING

WITH THEIR #1 PROBLEM?

CUSTOMERS

PROSPECT

CO-WORKERS

The bigger the cost of pain the greaterthe sense of

___________________________ to buy.

How often are yourreps & channel

sellers including the cost of the problemin their proposals?

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

CHRIS-BENNETT-TRAINING.TEACHABLE.COM FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE

@ 1000% ROI no-brainer territory

"shorten sales cycles.."

very high impact sales activity mandatory not optional weak pipeline means toofew fishing questions

CHALLENGE

expose financial pain Octopus drill looking for 10:1 = no brainer

CONSEQUENCE

Two-minute preview ofFishing Questions

to fill funnels.

Using Cisco securitysolutions as examples.

CHRIS-BENNETT-TRAINING.TEACHABLE.COM FILLING PIPELINES BIGGER & FASTER

WEIGHT OF THIS FISH?

cbennett62@shaw.ca

HELP YOUR SELLERS FILL FUNNEL & SHORTEN SALES CYCLES …€¦ · FILLING PIPELINES BIGGER &...

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