Link to Sales Hacker Podcast with Sam Jacobs & Todd Caponi
Key Takeaways
- Provide succinct value in every interaction; nurture relationships by being helpful. You are planting seeds everytime you interact with a prospect.
- Sell transparently: Be transparent about your product’s vulnerabilities. Ex: Downside of IKEA is assembly; in exchange, you get design, immediate availability, etc. “Don’t sell as though your product is a 5.0; sell as if it is a 4.2 to 4.5.” Buyers will easily find out about your flaws by researching on their own; by presenting your flaws, your buyers will not go hunt for them.
- We make decisions based on feelings then justify those decisions based on logic. Salespeople tend to sell to logic; they must remember to sell to feelings also.
- People make decisions based on their subconscious. For example, a busy rep (“Sorry, I cannot do 11a but I can do 1130a) creates the perception that you & your product are in demand.
- In an enterprise sale, you need to build consensus, esp. with people below the power line who will influence the decision
- TEMP qualification: Trigger=reason to move off the status quo; Engagement=there needs to be a next step with a specific date & time; Mobiliizer=identified the person in org who can mobilize change; Plan=sequence of events including when a decision will be made.
- For Budget in BANT, the main thing is helping buyers understand how to go get budget.
- Consider transparently basing pricing on deal speed; i.e. “If you sign by May 1st, you can get x% off.”