4 Factors
J
Jones Effect
How do buyers actually make decisions?
Emotions, justified by logic
What is the biggest mistake reps make on cold calls?
Talk about themself too much, lack confidence, not prepared
Which 3 industries dominate SE Wisco?
Manufacturing, Healthcare, Professional Services (legal, Insurance, Consulting)
A Waukesha Manufacturer has weekly downtime, what is the Pain?
Loss of revenue, missed contract deadlines, customer impacted
I
Indifference
What is loss Aversion?
People Fear losing more than they desire gaining
Why Does personalization out perform spray and pray?
Relevance and effort earn Trust and Transparency
Why is Manufacturing a strong Impact ICP
Compliance, Uptime, Security, Complexity
What does a CPA Firm care about most during Tax season?
Availability and Security
F
Fear of Loss
Why do prospects say “We’re just gathering information”?
Avoidance or Unclear Value
What is the Real Goal of the cold call
Earn the next call, book the meeting
What IT Challenge do multi-loco WI companies face most?
Lack of consistency in security and infrastructure across locations
What is the risk of break fix IT or fire fighting for a Construction Firm?
Unplanned Outages, unpredicatable cost, never keep up with tasks, inability to grow
S
Sense of Urgency
Why is Silence Powerful after asking a tough question?
Strong opener should focus on what first?
The prospect, transparency, directness
Why would a WI firm outsource IT
Access to experts, Cost predictability
A healthcare Clinic says their IT is "fine, and handled", what do you press on next?
Compliance (Hippa, PII, PHI), Patient Data, Pentest
QVC Stands for?
Quality Value Convenience
What creates real urgency for a deal to move?
Confidence or Perfect Wording? Why?
Confidence - signals credibility, people will believe it if said correctly, rather than with the perfect words.
Milwaukee was once home to Which "Big Four" breweries?
Schlitz, Pabst, Blatz, and Miller
Customer wants to talk about Levers and Switches, what do you pivot to?
Business outcomes and value