sportstec sales method
DESCRIPTION
Mike Willard on how to get your client to share their vision with you.TRANSCRIPT
Stop Doing Demos!
Become a Fan!
Become a Fan!
Do some research
Warm or cold call
Show interest
2 ears, 1 mouth
Just create curiosity on the first call
No Demo!
Get to the Decision Maker!
Who do you want to deliver your
message?
Give something, get something back
Get to Decision Maker!
Still no demo!
Uncover the Vision!
Help them uncover their own vision.
Where there is no vision, give insight
Different questions and message for DM
You are solving a big problem for them
Uncover the Vision!
Still no demo!
Create a Timeline!
Work backwards from “Go live”
Build responsibility for both buyer and
seller
Put it in writing
Great to get a “billable” event
Yes (finally) the timeline will include a
demo!
Create a Timeline!
Not a complete process - Get trained!
Dress for Success
Language matters
Focus on capabilities, not products
When to talk about price?