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FormulaWon Growth Tracks
Virtual Sales Meeting
The Balance Part 1
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© TruMethods, LLC. 2014 - All rights reserved
House Keeping
– Sound: VoIP or Telephone (Audio Pin #)
– Type questions or raise your hand to speak
– This webinar will be available in the Newsfeed
– Next Webinar is Focus on Success
• Thursday February 19th at 2:00PM Eastern Time
• Topic: Service Desk
When you're Schnizzin go to Schnizz corner!
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Virtual Sales Meeting
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Inside Sales Champions
• We’re experiencing dramatic results with the
members of our Inside Sales Champions
program
• Go to members.trumethods.com/insidesales
to learn more about how it can help your
Inside Sales process
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Schnizzfest 2015
• Schnizzfest registration is open
• Early bird special: $695 (First 50)
• Pre-day; myITprocess User Group Workshop
– $149 / attendee
• Go to www.schnizzfest.com to register
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The Balance
(Part 1)
© TruMethods, LLC. 2014 - All rights reserved
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Copyright 2010 TruMethods, LLC
How many times have you
felt like you had a sale in the
bag but it just never
happened?
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Copyright 2010 TruMethods, LLC
Yes
Yes
Yes
Yes
NO
?
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Copyright 2010 TruMethods, LLC
The Balance
• The prospect said it sounds good
• I gave a great presentation
• They said money was not an issue
• They asked for a proposal and references
• They stayed with their current vendor that they hate?
• What's wrong with them?
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Copyright 2010 TruMethods, LLC
The Balance
You won the logical battle but
lost the emotional war!
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Copyright 2011 TruMethods, LLC
• The Balance is emotional side of the sales
process!
The Balance
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Copyright 2010 TruMethods, LLC
The Balance
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Copyright 2010 TruMethods, LLC
The YES side of the balance
• This company is making great business sense
• Good long term decision
• Cost effective
• I do have some risk today
• We have out grow our vendor
• I love the 4 blocks!
• They have a better solution
• Spending a few dollars more each month to do things
right is the right thing to do
• I want better control over technology cost and results
• This service is a better way to approach technology
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Copyright 2010 TruMethods, LLC
The YES side of the balance
• We have a lot a great logic!
• If you have unleashed your Super Power then
you have Irrefutable Logic!
• In many cases logic is not enough
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Copyright 2010 TruMethods, LLC
The NO side of the balance
• I’m fine
• I’m busy
• The devil you know
• Do I really want to spend more?
• Not the most important thing
• This is not my area of expertise
• Do I really understand what’s
involved here?
• What would happen if I just
stayed the same?
• Maybe I should wait
• Changing IT vendors is
complicated
• What if it doesn’t work out?
• Things aren’t that bad
• I don’t really know these guys
• I have to tell the current vender we
are leaving
• My employees will all have an
opinion
• This person is making sense but I
was fine before they came through
the door
• I have easier things on my to-do
list
• Change is risk
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Copyright 2011 TruMethods, LLC
• The “NO” Emotion
– Fear
– Uncertainty
– Doubt
– Change
– Complexity
The NO side of the balance
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Copyright 2011 TruMethods, LLC
The Balance
• Emotional
• Irrational
• What they feel
• Logical
• Rational
• What they think
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Copyright 2011 TruMethods, LLC
The Balance
• The Balance is tipped to the NO side from
the start
• “Sounds great” may not tip the Balance
• Awareness is the first step
• Prospects are unaware of The Balance
• You must sell to the NO not just the YES
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Copyright 2011 TruMethods, LLC
The Balance
• When they tell you
• “Sounds great”…but…..
• “Sounds great”….I just have to….
• “Sounds great”…can you…..
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Copyright 2011 TruMethods, LLC
The Balance-Pain
• Business impact
• Personal impact
• 3 levels deep
• Ask “why and so what?”
• Technical issue
• Vendor issue
• Risk
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Copyright 2011 TruMethods, LLC
The Balance-Money
• Actually spending
more
• Hoping to get the
same results for
less
• Spending more to
get better results
• Spending more to
reduce other costs
• Saving money
makes sense (you
are less)
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Copyright 2011 TruMethods, LLC
The Balance-Decision
• Signing the agreement
• Fear of change
• Firing vendor
• The allure of waiting
• Change makes
sense
• Better results make
sense
• Everything makes
sense
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Copyright 2011 TruMethods, LLC
The Balance
• Telling is not selling!
• Logic plus emotion = success
(Reframing plus The Balance)
• Dig deeper!
• Be aware of the NO emotions at all time
• Ask WHY?
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Copyright 2011 TruMethods, LLC
The Balance
WHY?• Are they saying this makes sense but they can’t do
anything for 3 months?
• Why do they need to go back to their vendor?
• Why do they need references before they agree to
buy?
• Why do they need a proposal?
• Why do I have to call them back in a week or two?
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Copyright 2011 TruMethods, LLC
The Balance
The Balance may be in play if…
• If you can’t control the next step or WHAWHN
• If the next step is not required to decide
• If what they say and what they do are not aligned
• If there is a question you are afraid to ask
• If they need to think it over
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Copyright 2011 TruMethods, LLC
The Balance
• You are focusing on the
YES side of The Balance
when you should be
focused on the NO side.
• Prospects speak in YES
but they decide in NO
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Copyright 2011 TruMethods, LLC
The Balance
• Getting better at the logic of
the sale may not
dramatically change results
• Small gains in The Balance
will make a huge impact
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Copyright 2011 TruMethods, LLC
The Balance
• Prospects say YES but they mean NO
• Dig deeper and control the “next step”
• Focus on red flags
• When you think WHY? Find out!
• The Balance Part 2: The TruMethods
Prospect Translator is the key!
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Copyright 2011 TruMethods, LLC
The Balance
INPUT
What they
say
OUTPUT
What they
mean
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PBR Review
• Please welcome Al
– Owner lead sales
– inside sales people
– Transitioning from T&M to MSP
© TruMethods, LLC. 2014 - All rights reserved.
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PBR
© TruMethods, LLC. 2013 - All rights reserved.
Prospect Solution Seats MRR %Close
Date
Date
Entered
1 Dig deeper FFF 57 $6,555 75% 1/1/15 1/30/15
2 Absentee owner FFF 34 $4,480 20% 1/5/15 2/15/15
3 Just upgrade us FFF 30 $3,350 20% 9/1/14 1/30/15
4 Client and COI FFF 14 $1,600 75% 11/5/14 1/30/15
5 Get to the get FFF 50 $6,000 50% 11/15/14 3/30/15
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Q&A© TruMethods, LLC. 2014 - All rights reserved.