help your sellers fill funnel & shorten sales cycles …€¦ · filling pipelines bigger &...
TRANSCRIPT
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HELP YOUR SELLERSFILL FUNNEL &SHORTEN SALESCYCLES TO BECOMEMORE VALUABLEAVOID 3 KILLER SELLING MISTAKES
PRESENTATION FOR
1999 5C'S COPYRIGHT PROTECTED
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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
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AGENDA
CHRIS-BENNETT-TRAINING.TEACHABLE.COM
Fill sales pipeline Speed up sales cycle
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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.
CAUSE
EFFECT
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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.
1
2
3
4
5
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CHRIS-BENNETT-TRAINING.TEACHABLE.COM
Issues
Concerns
Obstacles
Worries
Frustrations
Problems
Difficulties
Headaches
Complaints
Troubles
Struggles
FILLING PIPELINES BIGGER & FASTER | CHALLENGE
CHALLENGE QUESTIONS
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FILLING PIPELINES BIGGER & FASTER | CHALLENGE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
Challenge questions must include achallenge buzz word.
Asking challenge / fishing questions is oneof the highest impact sales activities.
1
The mindset for asking challengequestions is…where does it hurt?
Prospects must say the words: “ I’mworried about…” “We’re strugglingwith…” “My problem is…”
2
3
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FILLING PIPELINES BIGGER & FASTER | CHALLENGE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
No problem = no sale.
Asking challenge / fishing questions is oneof the HIGHEST IMPACT sales activities.
A1
Bigger pipeline
First sellers are problem detectives.Second they are solution sellers.
Why are CHALLENGE QUESTIONS
critical to success?
A2
A3
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What types of difficultiesdoes your team having setting
up video conferencing?
1
Does your staff strugglewith the VPN or
connecting to head officewhile on the road?
2 What are your 3 biggest
headaches collaboratingbetween different
locations?
3
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Do you worry that if you hadto restore a data back up it
would take too long / becomplicated?
4
What types of challengesdo you have with storage& memory during peak
times?
5 What concerns do you
have about security?
6
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Do you worry that your staffhas too many jobs and not
enough time?
7
What types of issues doyou deal with trying to
manage all the servers?
8 What are your two biggest
concerns defendingagainst malware?
9
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What is your biggest obstaclemoving more work to the
cloud?
10
What is your biggestcomplaint about…?
11 How hard is it for you
to…?
12
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FILLING PIPELINES BIGGER & FASTER | CHALLENGE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
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?
2
3
Which one of the dept. leaders is frustrated with employeeproductivity?
4
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FILLING PIPELINES BIGGER & FASTER | CHALLENGE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
How many fishingquestions are being
asked?
Typically salesmanagers, PAMs,
CAMs, channel leadersare not tracking.
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FILLING PIPELINES BIGGER & FASTER | CHALLENGE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
INPUTS = OUTPUTS
If not fishing for problems
= BIGTROUBLE
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FILLING PIPELINES BIGGER & FASTER | CHALLENGE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
guiding principles forasking challenge questions
correctly.
5
VERY EASY TO LEARN & APPLY
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
types of questions formeetings… challenge /
fishing was one.
5
MEET ANOTHER
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
Circumstance Challenge Consequence Change Positive Closing / Bridge
1
2
3
4
5
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
CONSEQUENCE QUESTIONS
= PAIN
PAIN DETECTIVE
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
Pain in whatcontext?
_________________
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
THE OBJECTIVES OF ASKING CONSEQUENCE QUESTION ARE:
Reveal the financial pain of living with their # 1 challenge.
Create urgency to shorten the sales cycle.
1
2
PAIN
PRICE
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
Gather numbers to build abusiness case and ROI basedrecommendations.
3
Differentiation; seen as aprofessional advisor vs. a seller. 4
DOCUMENTED IN THE EXECSUMMARY
LETTER
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
Sequence is a critically important key to the discoverymeeting interview.
Consequence follows challenge. It must.
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
What do we want to do to with the # 1 challenge the prospect just told us about? Q
A M__ __ __ __ __ __ __ IT.
PRICE
PAIN
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
Monetize it.
What are all the costs ofliving with the # 1 problem
they just to us about?
A
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
The problemcosts more than
the solution.
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
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?
2
1
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
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?
4
3
100 employees lose an hour per week @ $25/hr.
= $2500/week $10,000/mon $120,000/yr.
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
SALES 1
2
3
4
THE COSTS OF LIVING
WITH THEIR #1 PROBLEM?
CUSTOMERS
PROSPECT
CO-WORKERS
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The bigger the cost of pain the greaterthe sense of
___________________________ to buy.
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
How often are yourreps & channel
sellers including the cost of the problemin their proposals?
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FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE CHRIS-BENNETT-TRAINING.TEACHABLE.COM
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
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CHRIS-BENNETT-TRAINING.TEACHABLE.COM FILLING PIPELINES BIGGER & FASTER | CONSEQUENCE
@ 1000% ROI no-brainer territory
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"shorten sales cycles.."
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CHRIS-BENNETT-TRAINING.TEACHABLE.COM
very high impact sales activity mandatory not optional weak pipeline means toofew fishing questions
FILLING PIPELINES BIGGER & FASTER
CHALLENGE
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CHRIS-BENNETT-TRAINING.TEACHABLE.COM
expose financial pain Octopus drill looking for 10:1 = no brainer
FILLING PIPELINES BIGGER & FASTER
CONSEQUENCE
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Two-minute preview ofFishing Questions
to fill funnels.
Using Cisco securitysolutions as examples.
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CHRIS-BENNETT-TRAINING.TEACHABLE.COM FILLING PIPELINES BIGGER & FASTER
WEIGHT OF THIS FISH?