masterclass–winningin sales€¦ · masterclass–winningin sales swiss startup days 2018 bern,...
TRANSCRIPT
We put the customer into your strategies
Masterclass – Winning in Sales
Swiss Startup DAYs 2018
Bern, September 25th, 2018, 14:10 – 15:20
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Innosuisse Sales Accelerator Workshop
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We put too much time and effort in a leadNot enough leads in
the pipeline
Our website is so technical
People say, our product is great – but
don’t buy itPeople find us on the web, but don’t stay on
our site
Many calls, no leads
Come back once you have a reference client
They are so slow in making a decsion
We follow-up. But no reaction
It takes long to explain. And some clients never get it
We have many clients in trial. But they don’t
convertNo or little response to
our email campaign
We can make an offer. What price to put in?
We need sales. Should we give a discount?
I will ask you 5 simple questions
#1Who is your
customer?
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Not companies buy, but people
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#2What do
they want to achieve?
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Your product is your greatest enemy
#3What’s their
pain?
The drama helps to increase the perception of pain
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No pain, no sale
#4What can
you promise them?
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Promise BIG and CONCRETE
#5How can
you prove your
promise?
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Make the impossible believable
Most value propositions are not
compelling
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