How to Make Incredible Money in Technology Sales by Mike Slattery

Author:Mike Slattery [Slattery, Mike]
Language: eng
Format: epub, pdf
Publisher: Mike Slattery
Published: 2018-09-30T04:00:00+00:00

Why Should You Know This Information?

At the time of this writing, I’ve closed 102 net new logos and conducted over a thousand discovery meetings. The higher up the executive is, the less time you have to make an impact at advancing your sale. I’m not saying to skip the rapport building; this is important. What I’m saying is that you need to drive the conversation and not waste the little time that you have.

I cringe when I hear reps say, “Tell me about your role.” Why? Because (a) you should already know everything about that person’s role. You should know the detailed responsibilities of his or her job by looking at similar roles on Indeed.com or other recruiting websites. And (b) you just opened up the floodgates for your prospect to waste half the meeting on information you could have found on your own.

A better approach is to read the annual report before this meeting. You say, “Your CEO stated that improving customer experience is a top priority as it relates to your growth strategy.” (Translation: What the CEO is saying is that we have a leaky bucket, and our customer experience is bad.)

Your prospect says, “Yes, improving customer experience is a top priority.”

You say, “Tell me how you and your team are currently leveraging technology to improve customer experience.”

In this example, your product offering improves customer experience. What did we accomplish in the first five minutes of our meeting? (a) We established credibility by showing we’ve done our homework. (b) Your prospect might need approval from his boss, the CEO, so let’s kick off the conversation with a topic that will solve problems for your prospect and his or her boss, the CEO. (c) Most importantly, we’re not wasting what little time we have, and we’re discussing problems that matter.

The main point here is that doing your research will breed confidence, establish creditability, and ensure you don’t waste what little time you have.

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