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“How to make effective web based, virtual sales presentations to Prospects & CLOSE the deal on a “One Call Close”

Murray Warren Bowen Island showing — If you can copy and paste, then you will be able to write persuasive content and sales material that sells like crazy & closes the deal on the initial call.

Right now every company is freaked out , has huge business fear in the war zone , blended with the fact that its’ very competitive out in the market-place and they don’t want to spend a nickel .

Every company I’ve met in 14 years of consulting lacks proven sales effectiveness strategies for the sales team.

Over the last 14 years in my consulting practice I have experienced over 70% of companies I work with, the sales team is not even using a CRM solution to track and close sales opportunities

They rely on the sales team to “Be professional “ . They say stuff like “ Well… he came from Oracle… or Pivotal or IBM etc… he’s got a good resume …

Then the company spends 80% – 90% of the training time and effort on product knowledge , and technoid information dumps and almost ZERO on sales effectiveness and sales training

This is typically how most Technology companies or low tech companies do their presentations;

1) They thank the people for joining the demo

2) Engage in some chit , chat , trivial banter usually or they do a lame , short needs analysis – don’t anchor it properly with an agreement on needs statement , no trial close up front , they are wayyyy too polite

3) Get right into a demo of the solution- typically too long, not focused, overwhelming and complex.

4) Their big trial close is “ Do you have any questions at all ? “

5) Then they go right into “ Great , so you seem interested in our solution . Why don’t I prepare a proposal and send that over to you by e-mail , how’s that sound ?

The guy say’s sure , why don’t you call me back in 2 – 3 weeks on this. He can’t wait to get off the presentation

6) You call back in 2 – 3 weeks after you’ve e-mailed the proposal and it’s going to voice mail , you send e-mails with no response , voice mails are not returned

7) It now goes into the constipated sales funnel of deal flow which never comes out , takes way too long to close or you lose the deal to no decision at all.

This is a total waste of money, time and effort to any company . What is needed is a proven sales effectiveness strategy that’s more persuasive, gets more of a “buy in ‘ and does it really fast .

80% of the clients I work with are engaging in web based demos and presentations of their value proposition to their clients and prospects . I have worked on projects where we gained a commitment on $ 30,000 deals to $ 3 million dollar deals , all over the phone, Webex and e-mail .

The question you have to ask when doing a web based/ Online demo to a client that’s not in the same room as you is “ How long does it take to make a positive impression ?

How long does it take for them to really listen to you or tune out ?

Ø 4 minutes average

To Hook them quickly you have to talk about the “Afters” . What they get after they buy / invest in this –You have to do this in the beginning, not the end –Customers are interested in them and their future.

They don’t care what you do, they care about what they’re left with after they buy and fork out the money.

They are thinking 3 things ;

_________________________

A) Do you understand my business ? My critical business issues …

________________________________

B) Is your message worthwhile ? –Is the problem serious enough or significant enough , big enough to throw money on this right now OR can I wait, hesitate, meditate and procrastinate on this

____________________________________________

C) Can you deliver ? Track record , proof , can you validate the results?

_______________________________

Here are the steps to successfully do a One –Call Close / Web Based Demo with a 1st time prospect :

Z__________________________________

The Nose to Close Process * First-Call Close web base demo process.

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1) N – Needs , critical business issues & problems

2) Agreement on needs / anchor this

3) Up front trial Close / test close

4) O –Outcomes, what you get “After”

5) S – Solutions

6) E – Evidence , validated proof , case studies , referenced accounts

7) Summary of problems, impact, repercussions of non-action and ideal outcomes looking for

8) Gain commitment or advancement

_____________________________________
______________________________________

1) Needs – What are the critical business issues, problems and pains they are experiencing? They must tell you stuff since you’re going to use this later in your presentation

If they won’t tell you what you need to hear from them …

“ Say look, I don’t want to make any assumptions that there could be a good match or fit here –but , I don’t want to regurgitate my generic pitch all over you guys –I want to find out what’s really important to you … what you really value ….
__________________

Regarding ________________ and in your business and see if there possibly might be some common ground in what we have done for 100’s of other companies
_____________________________

That’s all … I mean if you don’t have any problems and everything’s perfect… then I don’t have any right to sell you anything
_____________________________

If they are not sharing any pain or problems you need to drop problem bombs on top of them / Share problems that many other of their ‘peers’ are experiencing . Share problems that they might be having and then ask “ what’s the impact of this ?
_______________________

2) Anchor this with and Agreement on Needs Statement
______________________

Right after you have done the needs analysis –do this .

Just so I understand things correctly …
_______________________________

… So I can get an accurate snapshot of the landscape over there. Some of the challenges you’re experiencing would be _____ and _______ and _________ . is there anything else that needs to be addressed at this point ?

___________________________

While presenting your PPT, you want to say –

______________________________

“ You mentioned that you were struggling with or grappling with ______ and _______ ( problems they mentioned )

______________________________

AND that you wanted to _______ and _______

____________________________

“ Which has an impact of ________, which really means a problem with …..and …..

________________________________________

What you’d really like is –

So…The ideal outcome your looking for is ……
_____________________________

If you don’t do anything , the economic impact of this is . and would mean $ ______

Ø loss in downtime , lost sales ,
___________________________

Ø  lost productivity , lost information, lost everything

______________________________________

Ø ( say this –get the customer to say this , they need to hear themselves say IT , IT being the problems , challenges and concerns ) the longer they wait and/ put this off

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3) After this Agreement on Needs Statement you go right into Upfront Trial Close – Test Close

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You need to show them that you understand their business , you understand their problems

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You also need to show them that you are unique and different and that you got “ Balls’ – That you are a serious sales professional – A Closer. Not an AFC  ( average frustrated chump ? ..Neil Strauss) , Being too polite or seeking approval gets you no-where in Sales

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You’re not here to waste their time or your time , if they like what they see and it solves their problems — then we would be happy to sell it to you

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Say stuff like this –
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I’m not saying that there’s going to be a fit or a match, I wouldn’t want to make assumptions at this point at all–

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I don’t want to lay claim that we have some miracle cure for ….

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However–“ If we can demonstrate a solution that will solve all of the problems and issues we discussed here — and if you’re amazed and thrilled with what you view  and it’s way better than what you’re doing / using right now –and it’s within your budget  –is there any reason you can see… that we would not be your provider or supplier?”

_____________________________________

OR say this …

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I’m not saying that there’s going to be a fit or a match, I wouldn’t want to make assumptions at this point at all–

____________________________________________

I wanted to ask a big favor if I could …that could save both of us a lot of time . I’m going to demo our solution to you and after the demo if you like what you see and you feel that it fits all your needs and you’re blown away –you can say YES and bring this to a positive conclusion

_________________________________________________

On the other hand, if after the demo you feel that it’s not a good fit and not right for your organization right now –you can say NO if it’s not a match

__________________________________________

Could we agree that you give me a YES or NO after the demo not the typical “ Send me some information , “ Send me a proposal “ “ call me back in 2 – 3 weeks “ – you know what I mean , would you be comfortable with that ?

_________________________________________

— Would you be cool with that ?

4) Outcomes – What’s the biggest benefit to the organisation after buying from us ?

n What are the Afters ? what do they get after they buy / invest ?
n Results In Advance

You need to make sure you’re customers tune in and remember your main points .The outcomes they’re looking for is based on their needs and problems , they are looking for outcomes to their problems

In order to have and ideal outcome the client is looking for , you need to have done a proper needs analysis and discovery of their challenges

n Have your Afters all pre-done for the demo , the 5 biggest , strongest , blockbuster benefits , put them onto a PPT , on 2 – 3 slides

Talk like this—

“ After working with us you be able to __benefit 1________ and 6 –12 months from now , you’ll be enjoying
___benefit 2____ and __benefit 3_______ , and that’s a good thing becuz… _____ and ________

It’s called “Results in Advance” –Show them the results in advance and what they will get ‘After’ they start to take ownership of this

5) Solutions

Right after the outcomes section you will flow right into solutions

Say stuff like this – “ Based on our conversation there’s 4 important main features that I wanted show you …

I use a method of presenting called FBR
n FEATURE
n BENEFIT
n REACTION based question

You show a feature that is relevant to the personal needs analysis conversation you had not stuff that you think is “Cool” and NOT relevant to the customer

You mentioned earlier that you wanted to find a way to _________ this will help you to _________

This will speed up…. and the time it takes ….

This will make you $ Millions doing it this way

Some reaction based questions to use as you are demo’ing the Solution . Say these after you’re turned the feature into a benefit .

What do you see as the biggest PLUS or advantage of what I just showed you to your _situation_______ ?

So how much better would it be doing it this way as opposed to what you’re doing presently ?

In your opinion , what would be the biggest benefit and payoff this could give your company ?

How would this … help your company ?

What would be the economic impact of not doing anything in this area ?
n How much would this cost you per year ?
n How much would this save you per year ?

Key Point – You must get the customer talking about why they like what you just showed them / Getting a “Yup’ is useless , you need to get them to elaborate on why they like it . What would their life be like without it .

6) Evidence — Based on our experience working with 100’s of ______ Co’s, we have documented case studies, proven metrics and results to validate our claims

Let me share a few client case studies with similar companies, problems they encountered, and what kind of results we have achieved for them .

For example we just finished working with ABC company and …….

Ø Problem

Ø Solution

Ø Results

Within 2 – 4 months they gained a measurable and tangible payoff and ROI on the original investment –and it’s paid for itself within 6 months and it’s absolutely free for them at this stage . In fact , the solution after the 6th  month onward is making them money

Here’s another case study that I wanted to share with you .

Ø Problem

Ø Solution

Ø Results

Key Point – Make your evidence, your case studies very , very focused and client centric. What your want to use as PROOF is case studies that are similar to the ones you’re pursuing

7) Summarize what was agreed Upon ;

We agreed that you liked _____

And we agreed that this was problem __________

And we agreed that this would save you ________ $ per year

And we agreed that this would eliminate _________ problem & challenge from occurring and give your company the ideal outcome of __________ that you’re looking for

8) Act OF COMMITMENT

For ( product or Service ) , which includes —— ——- and ——— and ——— .

Your investment would be ________________________ $

If we can eliminate and remove problems and challenges such as ________ and ________ and save you _$ per year  and make you __________ , and give you the ideal outcome you’re looking for

Can you think of any reason why we couldn’t get started right away to get these benefits ?

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