Sales Enablement

Sometimes, when you are making calls, your calls might not be directed to the stakeholder himself, but to the Personal Assistant (PA). To get to talk to a decision maker can be problematic when his Personal Assistant is questionable of your credibility. Learn how to earn the trust of the Personal Assistant to get to talk to the key stakeholder with just 4 simple steps.

After a successful engagement with the PA, the call is now passed to the stakeholder. In this lesson, Adrian will demonstrate the 5 steps you can repeatedly use to successfully schedule an appointment when talking to the decision makers. This 5-step method is applicable to all industries and has proven to bring repeatable successes.

The small talk before starting a formal and in-depth discussion breaks the ice between you and the customer. You can talk about the weather, news, sports or even your surroundings, but how do you make it useful? How do you make sure that your mini icebreaker wins you another 15 minutes of your customer’s attention?

In this video, Adrian breaks down specific steps to engage your customer in the first 5 minutes, so that you can nail the next 15 minutes of the customer’s time.

By now, you would have crafted your small talk. In this video, Adrian will demonstrate how you can combine the small talk, Positioning Statement and Unique Value Proposition to form a complete and engaging opening. With a good opening, you would have earned yourself the next 15 minutes of “Discovery” time to dissect the problems that the customer is facing.

After the opening, you are now at the Discovery Stage and are ready to discover your customer’s pain and needs. In this part of Discovery, you will learn the importance of pain and impact identification. Adrian will share the P and I of the PINS framework and talk about ways to identify and categorise pains and impacts in your conversation with your customer. You will also learn how to ask questions to elicit responses from your customers that are insightful to you.

Continuing from identifying the pains and impacts, you will now need to understand the needs of the customer. Knowing what their ideal situation is, what they perceive as success, what they have tried out that did not work gives you a complete picture of what your customer is looking for exactly. In this lesson, Adrian talks about the N and S of the PINS framework and shares about the importance of identifying Needs of the customer. This video will also teach you the importance of summarizing the conversation and what is needed in a good summary.

After having sufficient understanding of your customer’s pains, impact and needs, you will need to introduce your solutions, but how do you propose your solution and integrate your product/service effectively? What is the optimal number of solutions to propose? How do you craft a good proposal that is meaningful and insightful to your customer? In this video, Adrian introduces you to the first part of the SAVE framework, the Solution and the Advantage and teaches you how to structure your proposal such that it appeals to the customer.

You have articulated your solution and advantage statements and your customer wants to hear about how your solution can bring value to his/her organization. How do you communicate your value to the customer such that it increases the chance of a conversion or a further engagement? And how do you give your customer space and time to evaluate before making a decision? Continuing from the previous video where he talks about Solution and Advantage, in this video, Adrian talks about the final two parts of the SAVE model, Value and Evaluate. He shares specific ways to communicate your value effectively and tips to encourage and approach customer’s evaluation.