formulawon growth tracks - s3. · pdf filecontrol the type timing of next steps ... tactics...

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© TruMethods, LLC. 2016 - All rights reserved

FormulaWon Growth TracksVirtual Sales MeetingSetting landmines for the competition

www.trumethods.com© TruMethods, LLC. 2016 - All rights reserved

House Keeping– Sound: VoIP or Telephone (Audio Pin #)– Type questions or raise your hand to speak– Recent webinars on portal home page– Next Webinar is Focus on Success

• Tuesday August 16th at 2:00PM Eastern Time• Topic: The Essence of TruMethods

When you're Schnizzin go to Schnizz corner!

members.trumethods.com/schnizz

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/insidesalesto learn more about how it can help your Inside Sales process


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Sales Q&A• Dial in by Phone and enter audio PIN #• Use microphone and speakers

© TruMethods, LLC. 2015 - All rights reserved.

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Setting Landmines for the competition


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Landmines

What are Landmines?• Teaching the prospect how to decide• Differentiate ourselves from the competition

(creating clear separation)– Other providers– In-house IT resources– The incumbent

• Control the process


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You need information to lay landmines(and control the sales process)


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Landmines

• You need to understand the competitive landscape

• Be sure you know all of their alternatives• Don’t forget about the alternative of doing

nothing• The later in the process you get information

the less effective you will be


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Landmines

• Are competitors in play?– Don’t just ask once

• How many?• How will they decide

– Buying process– Buying criteria


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Landmines

• Who are the competitors• Where are they in the process?• Is the incumbent an alternative?• Do they know the prices yet?• How did they find them• What are their thoughts and feelings so far?


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Landmines

Strategy

• Control the type timing of next steps• Protect sales assets• Be sure you know where the prospect is in the

process


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Landmines

Tactics

• Be sure you find emotion pain• Create inflection points• Explain our process and logic• Check for separation


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Landmines

The prospect thinks…

• I have a vendor issue• I have a technology problem• I have personnel issue

Competitors sell to this pain


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Landmines

We teach them that…

• The issue is not the issue• Use their logic or belief as the reason the they

would buy from you• The solution to their issue is counter intuitive• We use inflection points to create clear

separation• This supports the reframing process


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Landmines

Inflection points

• Inflection point is a way of using the prospects beliefs to show them our logic

• Inflection points can turn competitors strengthens into weaknesses

• We are setting up our Super Power


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Landmines

Inflection points

• Common examples– Response time– New technology– On-site time requirements– Proximity to their location– Price ( Use their business model to explain if

possible)


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Setting Landmines

• Explain your business model• Make your Super Power the keystone• Make ‘low cost’ a red flag• Use “there is no third option”• Clump all other alternative together


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One Block


•Centralized Services•Monitoring•Patch Management•Anti-Virus / Anti-Malware•Backup & DR•Cloud Services•Network Administration•Proactive Technology Management

•Best Practices•Implement “Your Company Way”

•Virtual CIO•Business impact of technology

•Technology Summary•Design Desk•Budget Planning•Support•Remote Helpdesk•Onsite Service•How-to Questions

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As opposed to this…


Reactive Support

Centralized Services

Network Administration vCIO

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Landmines

• As you reframe test for Separation

• Ask them how they view the competitors compared to you

• Always be assumptive about results you deliver


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Summary

• Get information early• Be strategic (timing and assets)• Be sure to have emotional pain• Create inflection points• Leverage your Super Power• Confirm separation


formulawon growth tracks - s3. · pdf filecontrol the type timing of next steps ... tactics...

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