DEMAND SUCCESS

1 Sales & marketing as individual functions is so 20th century!

KEY THOUGHTS

2 The customers buying journey has changed, your selling roadmap has to change also.

3 The key to prolonged & sustainable growth is the use of repeatable, scalable revenue teams.

1 A proven sales system/process is repeatable & scalable.

WHY USE A SYSTEM?

2 Increase profit per customer by increasing Lifetime Value (LTV) & lowering churn.

3 Sales psychology to ensure your prospects follow YOUR process, not THEIRS.

WHAT DO I KNOW? AKA THE “CHOPS” SLIDESoftware Revenue Growth

Current Champions

Productized Service Success

$55k MRR in 12 months

Australia/New Zealand $0 to $2M in 18 months

North America $500k to $1.7M in 12 months

NZ: $200k to $1.9M in 24 months AU: $4.2M to $17M in 18 months

1.0 $28k MRR in 12 months 2.0 $42k MRR in 12 months

$45k MRR in 6 months

1 Sales system is a “Philosophical Approach” to selling, a connected collection of strategies & tactics.

SYSTEMS, PROCESSES, & METHODOLOGIES OH MY!

2 Sales process is a clearly defined procedure that is REPEATABLE & scalable.

3 Sales methodology is a fancy word for system to sell more books & for consulting firms to charge more $$$.

WHY FOLLOW A SALES PROCESS?

SIMPLE ISN’T EASY Damianism

”

D.E.M.A.N.D. SALES SYSTEMDISPLAY Insight & Understanding

ESTABLISH Authority & Expertise

MUTUALLY Define Success Criteria

AGREE to Buying/Selling Process

NEGOTIATE on Value & Commitment

DEPLOY Solution & DEVELOP Referrals

D

E

M

A

N

D

• It’s ALL about them NOT about you • 2 reasons people buy • Must have clear ICP’s • Understanding your target market’s

triggers & issues builds trust

D

DISPLAY Insight & Understanding

• Chops are under-rated • People buy from experts • USP & positioning FTW • Authority & expertise is a competitive

advantage & GREAT barrier to entry

E

ESTABLISH Authority & Expertise

• You can’t hit a target you don’t see

• If you feel it, say it • Stop guessing, start asking • “Fit” is a 2-way street

M

MUTUALLY Define Success Criteria

• If you don’t follow a STRICT sales process you will default to their buying process.

• Key Questions: • When you say yes, what happens next? • How do you issue a

PO? Payment? Timeframes? • Who else is involved? Do they know

how vital this is?

A

AGREE To Buying/Selling Process

• It’s NEVER about price • Ad hoc discounting is a

sucker’s bet • Full price or free is your

mantra • Commitment begets

commitment • Picaso Story

N

NEGOTIATE On Value & Commitment, Not Price

• When the sale is “over” the hard work begins

• Referrals increase retention & lower acquisition costs

• Customers are best lead source, & they are happiest at TIME of sale

D

DEPLOY Solution & Develop Referrals

SALES IS A PROCESS, STOP IMPROVISING Damianism

”

D E M A N D

D.E.M.A.N.D. SALES STAGES

DISCOVERY DEMONSTRATION PRESENTATION NEGOTIATION SUCCESS

Display Insight & Understanding

Establish Authority & Expertise

Mutually Define Buying Criteria

Agree to Buying /Selling Process

Negotiate on Value & Commitment, not Price

Deploy Solution & Develop Referrals

20%or 0%100% 40% 60% 80%

PSYCHOLOGIST + DETECTIVE + BS DETECTOR = SALES PRO Damianism

”

• This is the initial but crucial sales stage, get it right, don’t rush

• Qualify people OUT of your funnel as aggressively as you ADD them to it

• Don’t waste time with unqualified • Bring the value, Law of Reciprocity

FTW

Sales Stage: DISCOVERY

CHOPS ARE UNDER-RATED. Damianism

”

• You’ve shown you understand them, let them “get” your genius

• Confidence in capability makes you look like an expert to your prospect

• Expertise breeds opportunity awareness & ability to see “around corners” for traps & issues

• Your product/service is great but people buy other people for THEIR purposes

Sales Stage: DEMONSTRATION

ALL INTEREST IS SELF INTEREST. Damianism

”

• You don’t sell light-bulbs, you sell owners ability to be open during the evening to make more $$$

• Nobody buys because you are 10% faster or 20% cheaper, they buy because they BELIEVE you

• We don’t send proposals, we present solutions, “draft review”

• Stop trying to automate everything, get personal “buy-in”

Sales Stage: PRESENTATION

IT’S NEVER ABOUT PRICE. Damianism

”

• It’s never about price • If it is about budget then get

creative on terms, length, staged solution delivery, etc.

• This is the FINAL stage you are engaged heavily in, make it count, but don’t rush here

• Did I mention it’s NEVER about price

Sales Stage: NEGOTIATION

SOME WILL, SOME WON’T, SO WHAT, WHO’S NEXT? Damianism

”

• A yes OR a no is the goal • 0% or 100% • Think it over, or get back to me are

wastes of time • Reframe “No” as a success, don’t

focus your time & attention on dead deals

Sales Stage: SUCCESS

SALES IS NOT A NUMBERS GAME, IT’S A PROFESSIONAL GAME. SO BE A FUCKING PRO ALREADY.

Damianism

”

ONE LAST THOUGHT

STOP BEING A WUSS, PICK UP THE DAMN PHONE. EMAIL IS MARKETING, SALES IS ALL ABOUT THE PHONE.

Damianism

”

1 Review your current sales process & look for gaps.

NEXT STEPS

2 Ditch your proposals and create repeatable presentation templates.

3 See if we are a good fit to work together? http://meetme.so/salesability

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THANK YOU - QUESTIONS?