Jason Thomas - Skeleton Key€¦ · Jason Thomas Skeleton Key everything starts with a sale

Jason Thomas

Skeleton Key www.SkeletonKey.com

everything starts with a sale

www.SkeletonKey.com/downloads/starts_with_sales

Agenda

•  Invest time in deals you will likely win •  Identify and systemize your process •  Finish the sale (Closing)


Theory

•  Sales is a process •  Intent counts more than technique •  The 'magic bullet' is execution



Lead

Opportunity

Proposal



Target Prospects Exercise


Who’s Involved? •  Economic Buying Influence (EBI)

•  User Buying Influence (UBI) •  Technical Buying Influence (TBI)

•  Coach


Seek to Understand


Your Pitch


Which would you choose?


Systematize

•  Codify stages

•  Track metrics

•  Draft your process…


Exercise – Draft your process


Example Checklist Lead Capture •  Lead received •  Collect contact information for individual and company •  Open a case in SK_HelpDesk

Initial Phone call •  Screen out prospects based on these criteria (Who, general What):

o  We’ve identified the decision-maker and have them on-board with the process. o  We understand the other influencers in the process. (e.g. board of directors, team members

etc.) o  We’ve established an objective for the project. We’ve established a budget / or least the

knowledge that we’ll be discussing relatively large investments. o  We’ve discussed if not established time frames the prospective customer would like to

proceed with. Will the decision-maker come to the technical meeting? •  Assuming they are not disqualified:

o  Schedule the next meeting o  Set expectations for the next meeting (Specific What, Why, When)


Lead Capture •  Lead received •  Collect contact information for

individual and company •  Open a case in SK_HelpDesk

First Contact •  The goal is to find a reason we should NOT work together •  Decision-maker? On-board? •  Other influencers? •  Established objective for project? •  Reasonable expectations for budget? •  Time frame?

Screened out. •  Other SK services? •  Refer to another developer •  Shrink wrap product

Continue •  Schedule the next

meeting •  Set expectations for the

next meeting

Before •  Confirm date and time •  Confirm attendees •  Send WebEx Invite

Initial Face-to-Face •  What business issues will this address? •  How Do those issues translate to the bottom line? •  Perception of value they can derive from this project? •  What resources do they have to leverage? •  Identify client’s decision making process.

Go / No

After •  Put appointments on the appropriate calendars. •  Create appointment to draft proposal •  Send NDA (optional) •  Put notes in case •  Send recap email confirming next steps and highlighting the

major points of this meeting •  Send written thank you note •  Set up WebEx for Requirements Gathering meeting (if it’s not

face-to-face) •  Brief Tech resource (Mark or Oliver) prior to tech meeting


Finish the Sale You must ask but how?


Get it on paper


Thank you!


Resources

•  The New Conceptual Selling, Miller Heiman www.millerheiman.com

•  Let’s Get Real or Let’s Not Play: The Demise of Dysfunctional Selling and the Advent of Helping Clients Succeed, Mahan Khalsa

•  Honest Selling: How To Build The [Your Name Here] Sales System, Gill Wagner www.honestselling.org

•  www.skeletonkey.com/downloads/starts_with_sales


Documents

Jason Thomas - Skeleton Key€¦ · Jason Thomas Skeleton Key everything starts with a sale