Podcast episode
Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting)
30 Minutes to President's Club13 Aug 202435 min
Description
ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers. SAM'S PATH TO PRESIDENTS CLUB: CEO @ Sam Sales Head of Enterprise Sales @ LinkedIn Vice President North America Sales @ ON24 Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So let's say for the same deal, person comes back to you and says, there's nothing we can do. I don't know. Let's say it's August and we can't do anything until this presentation happens in December. Great. Let's start talking to procurement. Can we get in front of procurement and get our MSA done? Can we go and do red lines? Can we understand how they buy? What the processes are? What stamps we need? “What buying thresholds happen?” Can we do all of that? And the buyer says we could, except we don't have approval yet to move forward. We won't have until the board meeting happens. And because procurement is outsourced, we can't do anything with them until we have these levels of approval internally. So again, most reps would say nothing we can do. We can't touch procurement until then.
Have you guys heard those questions before? Is that important to your firm? Tell me about that. The second thing that often comes up, and I know every firm is different, but when we think. All within your authority or is this something that needs a majority vote in terms of spend volume? “What does it look like for you guys? Is this ultimately your decision or do we need to get some buy-in?” The other thing to think about is how can I help you prepare for that meeting? As you guys have presented software that you want to purchase before, what questions come up? What objections come up? I know sometimes firms have one or two very persnickety and skeptical partners. Do you guys have that in your group and how can I prepare you for their questions to make you look like a star?
If you just said, what are the questions that are going to come up? You're going to get what's already been in their buckets or what's in their minds right now. We lose deals all day long and we know why we lose deals all day long. Right. We have that basket of here, the 78 reasons I lost deals this year. “So think about those things as they would apply to this vertical, this buyer, the size of deal and suggest that stuff.” Right. People say all the time, how do I multithread without being salesy? Nick's the ultimate decision maker. I'm talking to Armand. How the hell do I get to Nick without stepping on Armand's toes? Start asking questions that Armand can't answer instead of being like, what's Nick going to care about? Ask these very specific questions that you know a buyer like Nick would care about and that Nick probably would be the only one to answer.