Fundamentals
This is the first thing a prospect feels before they evaluate your product knowledge.
What is Energy?
Many sales reps avoid this because they're afraid of hearing "No."
What is asking for the appointment?
These are customers spending more than $30,000 in a rolling 12 months.
What is a Tier 1 Account?
This should be identified before building a quote.
What is the customer's buying process?
This is the goal of a voicemail.
What is creating curiosity?
A supplier that only competes on price.
What is a commodity vendor?
This is built buy continuing to ask questions to take a prospect to "hell" and then back to "heaven" (or vice versa)
What is "the gap"?
If you've established value in a cold call, this should be your next objective.
What is securing a meeting?
A Tier 1 account should never have only one of these.
What is a contact?
The biggest mistake AE's make after sending a quote.
What is failing to follow up?
The activity that solves most pipeline problems.
What is more prospecting?
Customers call these suppliers before problems become emergencies.
What is a trusted advisor?
This means understanding what the customer is experiencing before trying to sell them something.
What is Empathy?
A prospect saying they're busy is often not a rejection; it's a signal to do this.
What is schedule for a better time?
The fastest way to lose a large account.
What is becoming invisible?
If you don't know this, you don't have an opportunity.
What is why the customer is buying?
The most common reason reps stop prospecting too early.
What is making assumptions?
This is what protects margin better than discounting.
What is creating value?
This allows you to challenge a customer and provide solutions they didn't know existed.
What is Expertise?
Most emergency orders are caused by a failure in this.
What is planning?
If your primary contact leaves, this is what protects the relationship.
What are multiple relationships within the account?
The first metric to inspect when opportunity creation drops.
What are outbounds and prospecting activity?
An AE says their list is bad after only calling each prospect once would be an example of this.
What is making excuses?
Understanding this helps you move the conversation away from price.
What is the cost of downtime?
These alliterative approaches to your customers will ensure you don't just get the next order, but you get the next five years of business
What are the three R's?
Relationships, Relevance, Reminders
The purpose of a cold call is not to sell bearings, motors, or gearboxes.
What is earning an appointment?
Knowing the buyers, influencers, decision makers, competitors, opportunities, and risks inside an account.
What is having a 360-degree view?
A quote without this is just a guess.
What is a next step?
When a prospect doesn't answer, elite reps do this instead of giving up.
What is continue the sequence?
Helping customers reduce downtime, consolidate vendors, and improve reliability are examples of this.
What is strategic value?