FormulaWon Growth Tracks - s3.amazonaws.com · • If you can’t control the next step or WHAWHN • If the next step is not required to decide • If what they say and what they

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© TruMethods, LLC. 2014 - All rights reserved

FormulaWon Growth Tracks

Virtual Sales Meeting

The Balance Part 1

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House Keeping

– Sound: VoIP or Telephone (Audio Pin #)

– Type questions or raise your hand to speak

– This webinar will be available in the Newsfeed

– Next Webinar is Focus on Success

• Thursday February 19th at 2:00PM Eastern Time

• Topic: Service Desk

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/insidesales

to learn more about how it can help your

Inside Sales process


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Schnizzfest 2015

• Schnizzfest registration is open

• Early bird special: $695 (First 50)

• Pre-day; myITprocess User Group Workshop

– $149 / attendee

• Go to www.schnizzfest.com to register

© TruMethods, LLC. 2014 - All rights reserved.

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The Balance

(Part 1)


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Copyright 2010 TruMethods, LLC

How many times have you

felt like you had a sale in the

bag but it just never

happened?

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Yes

Yes

Yes

Yes

NO

?

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The Balance

• The prospect said it sounds good

• I gave a great presentation

• They said money was not an issue

• They asked for a proposal and references

• They stayed with their current vendor that they hate?

• What's wrong with them?

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The Balance

You won the logical battle but

lost the emotional war!

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• The Balance is emotional side of the sales

process!

The Balance

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The Balance

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The YES side of the balance

• This company is making great business sense

• Good long term decision

• Cost effective

• I do have some risk today

• We have out grow our vendor

• I love the 4 blocks!

• They have a better solution

• Spending a few dollars more each month to do things

right is the right thing to do

• I want better control over technology cost and results

• This service is a better way to approach technology

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The YES side of the balance

• We have a lot a great logic!

• If you have unleashed your Super Power then

you have Irrefutable Logic!

• In many cases logic is not enough

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The NO side of the balance

• I’m fine

• I’m busy

• The devil you know

• Do I really want to spend more?

• Not the most important thing

• This is not my area of expertise

• Do I really understand what’s

involved here?

• What would happen if I just

stayed the same?

• Maybe I should wait

• Changing IT vendors is

complicated

• What if it doesn’t work out?

• Things aren’t that bad

• I don’t really know these guys

• I have to tell the current vender we

are leaving

• My employees will all have an

opinion

• This person is making sense but I

was fine before they came through

the door

• I have easier things on my to-do

list

• Change is risk

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• The “NO” Emotion

– Fear

– Uncertainty

– Doubt

– Change

– Complexity

The NO side of the balance

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The Balance

• Emotional

• Irrational

• What they feel

• Logical

• Rational

• What they think

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The Balance

• The Balance is tipped to the NO side from

the start

• “Sounds great” may not tip the Balance

• Awareness is the first step

• Prospects are unaware of The Balance

• You must sell to the NO not just the YES

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The Balance

• When they tell you

• “Sounds great”…but…..

• “Sounds great”….I just have to….

• “Sounds great”…can you…..

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The Balance-Pain

• Business impact

• Personal impact

• 3 levels deep

• Ask “why and so what?”

• Technical issue

• Vendor issue

• Risk

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The Balance-Money

• Actually spending

more

• Hoping to get the

same results for

less

• Spending more to

get better results

• Spending more to

reduce other costs

• Saving money

makes sense (you

are less)

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The Balance-Decision

• Signing the agreement

• Fear of change

• Firing vendor

• The allure of waiting

• Change makes

sense

• Better results make

sense

• Everything makes

sense

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The Balance

• Telling is not selling!

• Logic plus emotion = success

(Reframing plus The Balance)

• Dig deeper!

• Be aware of the NO emotions at all time

• Ask WHY?

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The Balance

WHY?• Are they saying this makes sense but they can’t do

anything for 3 months?

• Why do they need to go back to their vendor?

• Why do they need references before they agree to

buy?

• Why do they need a proposal?

• Why do I have to call them back in a week or two?

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The Balance

The Balance may be in play if…

• If you can’t control the next step or WHAWHN

• If the next step is not required to decide

• If what they say and what they do are not aligned

• If there is a question you are afraid to ask

• If they need to think it over

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The Balance

• You are focusing on the

YES side of The Balance

when you should be

focused on the NO side.

• Prospects speak in YES

but they decide in NO

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The Balance

• Getting better at the logic of

the sale may not

dramatically change results

• Small gains in The Balance

will make a huge impact

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The Balance

• Prospects say YES but they mean NO

• Dig deeper and control the “next step”

• Focus on red flags

• When you think WHY? Find out!

• The Balance Part 2: The TruMethods

Prospect Translator is the key!

www.trumethods.com


The Balance

INPUT

What they

say

OUTPUT

What they

mean

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PBR Review

• Please welcome Al

– Owner lead sales

– inside sales people

– Transitioning from T&M to MSP


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PBR


Prospect Solution Seats MRR %Close

Date

Date

Entered

1 Dig deeper FFF 57 $6,555 75% 1/1/15 1/30/15

2 Absentee owner FFF 34 $4,480 20% 1/5/15 2/15/15

3 Just upgrade us FFF 30 $3,350 20% 9/1/14 1/30/15

4 Client and COI FFF 14 $1,600 75% 11/5/14 1/30/15

5 Get to the get FFF 50 $6,000 50% 11/15/14 3/30/15

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Q&A© TruMethods, LLC. 2014 - All rights reserved.

Documents

FormulaWon Growth Tracks - s3.amazonaws.com · • If you can’t control the next step or WHAWHN • If the next step is not required to decide • If what they say and what they