Sales Enablement Training
SPIN
- This approach shifts the focus to buyer challenges and allows reps to develop the consultative customer relationships that complex deals require.
- SPIN selling is a sales methodology where reps organize sales calls using questions from four categories:
West on Winning (WOW)
- Doctor story – two doctors prescribe the same medicine to the same patient but the patient listens to the one who engaged with him and listened to their problems.
- This is the client’s first time hearing the pitch even if it’s your 100th time selling the exact same thing.
- They need to know you understand their problem and have the solution they need to be successful.
- The client doesn’t know they have the same problem as everyone else. Make the conversation about them.
- Presenting yourself as an expert is less important than being someone that relates to and listens to our clients.
Strategic Selling
- The Strategic Selling methodology recognizes there's no one-size-fits-all approach to sales that converts every lead into a customer. It provides a framework for analyzing buyers, coming up with a suitable strategy to convince them of a purchase, and most importantly, ensuring they come back for a repeat purchase.
- The Strategic Selling methodology is all about creating a Win-Win situation for both sides, sellers and buyers. Thus, salespeople must sell products that buyers would truly benefit from.
Tips for using the Brand Story - Positioning ourselves in the market place
- You don’t have to use the whole Brand Story every time. Work bits and pieces into conversations with clients naturally.
- For example: If you client or prospect mentions feeling overwhelmed by starting an audit, this would be a good place to bring up The Problem: “The problem is audits are hard because the process is complicated and feels overwhelming. But we believe if you’re going to do it, the audit should be worth it.”
- Use the Brand Story to help clients envision what success and failure will look like, what life will look like with and without KirkpatrickPrice.
Exchange Time for Value
In order to earn our prospects’ time, we must offer them something of value.
However, you need to earn the right to offer this stuff. Establish credibility before offering these free tools, otherwise it will feel like offering a gift card. If you create a relationship with a prospect and figure out their needs, then you can use these value propositions to leverage the meeting you want.
Time A meeting
- In person
- With the cohort – the controller, CISO, etc.
Value
Account on our cloud security posture management solution with access to hundreds of videos on cloud security.
Conversation with an expert / session with a cybersecurity + compliance expert.
Analysis on the best way to prepare for your SOC 2 audit.
Review of policies + risk assessments.
Workshop.
