Three S's of Sales

A sales pitch should follow this approach in the same order strictly.

• Adopt a service mindset. --> Be empathetic about the prospect by asking the right questions.
• Share your experience. --> Build trust by demonstrating the commonality of beliefs and values.
• Solve their problem. --> You do not make customers; you make friends.

Buyer's mindset

• People buy from the people they trust.
• They trust people which they like.
• They like the people with whom they can connect well.

Ideal Customers

Who are the ideal customers?

• Value your product or service.
• Help you make a profit.
• Refer you to other potential customers.

Are they ready?

• Issue: Do they have a problem?
• Awareness: Are they aware of the problem?
• Motivation: Do they need to solve their problem?

Are they willing?

• Timing: Are they ready to solve the problem?
• Searching: Are they looking for solutions?

Are they able?

• Money: Do they have a budget?
• Authority: Do they have the approval or authority to solve the problem?

Ideal Customer Personas

• Ideal industry
• Ideal title and experience
• Buying cycle
• Ideal location

The Four I's

1. Uncover the issue.
2. Identify the impact. -> Quantify the impact on a positive note.
3. Determine invasiveness. -> The impact of the issue is on a negative note.
4. Break down the iceberg. -> Hinderances in solving the issue.
   1. Knowledge
   2. Time and
   3. Budget

Example

• Issue - lack of customer growth
• Impact - +$2,000 per customer
• Invasiveness - layoffs
• Iceberg - lack of knowledge

Buying motivators

1. Price
2. Value -> Benefit against price
3. Quality -> I do not care about the above two.
4. Self-Preservation -> Survival/Fear as a motivator
5. Social Pressure

Change

• Change is hard for every human being.

Barriers to change

• Anxiety -> Remove the unexpected. There will be continuous communication in the initial onboarding process.
• Isolation -> Share examples of how other clients went through this change. Share positive experiences
• The feeling of potential loss -> Use positive language
• Feeling overwhelmed -> Focus on incremental products

Framing solution

Proof of sources

• Expert
• Celebrity
• User
• Crowd

Customer needs

Expectations

1. The solution will deliver as promised
2. The solution will be implemented effectively
3. The solution will provide continuity of customer service

Solutions

1. Assign one person to lead.
   • Have the salesperson be the single point of contact throughout delivery, implementation, and service.
2. Cross-train delivery and sales team.
3. Implement regular customer satisfaction meetings.
   • A quarterly meeting should be proposed. If the customer does not want this, it's a good sign.

Sales Stages

• Pre-sales activities
• Customer engagement
• Post-sales activities

1. Pre-sales Activities Stage

Planning

• Prospect identification
• Product research
• Industry research
• Competitor research

Preparation

• Write a call plan
• Create presentation
• Build stories
• Anticipate objections
• Practice for the call

Build Your Pre-sales Activities Stage

1. Make a list of your prospects.
2. Test your product knowledge.
3. Compare and contrast your competition.
4. Create a written call strategy.
5. Practice the call

2. Customer Engagement Stage

• Planning and preparation demonstrated.

In-Call flow process

1. Create a connection.
2. Identify and prioritize issues.
3. Establish credibility.
4. Solve the problem.
5. Handle objections.
6. Gain commitment.

Build Your Customer Engagement Stage

1. Build a connection.
2. Identify and prioritize customer issues.
3. Establish credibility.
4. Solve the problem. -> Use stories and narratives.
5. Gain commitment.

3. Post-sales Activities Stage

• Close the loop
  • Implement solution
  • Offer customer service and support.
  • Gather feedback
  • Review with the manager or coach.

Build Your Post-sales Activities Stage

1. Make a list of implementation steps.
2. Create a customer service contact and resolution process.
3. Set up a feedback questionnaire. -> Not more than 10.
4. Make a self-evaluation sheet.

Source

• https://www.linkedin.com/learning/sales-foundations/

Also Read

• Local chamber of commerce
• Podcast - The Driving Change Podcast
• Salesforce blog
• Hubspot.com
• National Association of Sales Professionals (NASP)