Analog Growth Hacking - The Art & Science of Closing Deals by Sean Sheppard, Cofounder, GrowthX

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  • Analog Growth Hacking The Art and Science of Closing the Deal

    Sean Sheppard

    Co-Founder, GrowthX Sean@GrowthX.com

    @SeanASheppard #TractionConf

  • 2

    Sales is a conversation.

  • What do Customers Want?

    Make Money Save Money Avoid Risk/Compliance

    3

    Competitive Advantage

  • Recognition of Needs Evaluation of Options Resolution of Concerns Decision

    4

    Why Customers Buy

  • 5

    Art + Science = Conversation Framework

  • The Science of Closing the Deal

    6

    PRO TIP: When creating a value hypothesis you dont tell people what you do, tell them what you do FOR them.

    Enter the conversation to sell

    Enter the conversation to find a fit

    PRO TIP: THROW AWAY YOUR SCRIPT. Scripts are static, conversations are dynamic.

  • Uncover the Truth

    PRO TIP: The second best answer in sales is No the sooner I get a no, the sooner I can move on.

    Getting to the truth faster:

    Developing your hypothesis

    Define the value

    Can we work together?

    7

  • SPIN Framework

    1. Situation

    2. Problem

    3. Implication

    4. Need-Payoff

    Gather background information and develop understanding of the context of the sale.

    Explore customer problems, dissatisfactions, difficulties and concerns.

    Link isolated problems by examining their effect on customer business and organization

    Help customers discover the value and benefits of a solution of an implied need

    8

  • The Demo

    9

    The LAST thing you do is demo the product

    PRO TIP: ALWAYS ASK QUESTIONS

    Pause, Ask, Listen.

  • 10

    Sean Sheppard

    Co-Founder, GrowthX Sean@GrowthX.com

    @SeanASheppard #TractionConf