Welcome to Champions Programs, These tips will help you succeed and be a true champion !
Try to maintain lots of shallow relationships and move quickly
I get it, Sales is not natural to you. No one learns in school how to do sales. Personally, I do not enjoy selling. What I enjoy is being able to help someone in need. When you start thinking of Sales Process in champions program your mentality should never to sell. No one likes to be Sold. But they love to Buy.
Find what you truly enjoy doing and start by being true to that, For example, I am curious, love to learn what other people are working on and what challenges they face etc. This helps me a lot to understand about them and it excites me to listen to what they are saying. Your goal is to be a good listener instead of selling. So for when you speak to your friend, acquaintances or anyone in between learn to really talk less and listen to them more.
Use their own words to reiterate the problem to them, that assures them that you are paying attention, if you do it for few people, they will be curious of what you are doing and then you can talk to them about how you are part of this program where you are helping this company, friend as a startup.
You have to learn to build many of these shallow relationships and keep them active, do not assume that if you call just one person and they will convert, conversion is often a 6 month long process. So build a strong pipeline and find ways to reconnect.
2. Start by crafting a narrative (which will serve as your sales pitch later): tell a story about the problem, and a similar situation who is experiencing it. Keep it short, practice it and this will help you become more relatable.
3. Prepare your sales materials: a slide deck and scripts for every single meeting.
At techtrust, we have a dedicated marketing team, that does have ability to prepare good decks, pitch, etc.
Good idea to have a master copy of the slide deck that you can use and branch off to customize for different clients. Customization is important for both the slides and any emails you send: always tailor your materials to the specific needs of each person you speak, rather than relying on a generic or hypothetical case, focus on what they need and skip over irrelevant details so you will have slightly different versions of the materials for different clients. Techtrust has Invested a lot in creating marketing materials, we have things like videos, web components, case study, anything you need we can provide you.
4. Enriching and Data Gathering - Like Marketing we have a small team that can help collect data from you and provide you more details, often emails, org-chart, Linkedin etc can be given to you to improve your ability to communicate better.
5. Use the Framework Below to Qualify and Understand the need.
Before you sell, it’s important to really understand the PAIN of the customer, What are they currently struggling to do. Mostly pain is not related to Techtrust directly, but it helps to understand it. Then focus on Metrics, and rest of MEDDIC
Metrics: What quantifiable results does the prospect want to achieve by using your product? What specific metrics and KPIs are most relevant to them?
Economic buyer: Who within the company has final say in the buying process? What is their relationship to your current point of contact? Have you engaged with all decision-makers?
Decision criteria: What criteria do they use to evaluate vendors and products before making a purchasing decision?
Decision process: What does their purchasing process look like? What specific procedures, approvals, and stakeholders are involved in their decisions?
Identify pain: What problem do they want to solve? How has this problem impacted them and what consequences would occur if they don’t adopt a solution to the problem?
Champion: Who within the company can advocate for your product or service? What influence will they have over the decision-making process?
Happy to Go over the details but for example this is what Metrics Means, which is the most important of all the concepts-
5a. METRICS
Metrics are the quantifiable measures of value that your solution can provide.”
Essentially with Metrics, Clients want to know - “How much will this help me? Do I believe you?”
Examples -
Social Proofing: Early in the conversation, reference how a current customer benefited from a particular metric, such as, “One of our clients, Paychex, faced challenges with time-to-fill but saw a 30% improvement after working with Techtrust.
Transformation Narrative: Discuss how you transformed a client’s negative situation (e.g., high time-to-fill, where it was impossible to find a Full Stack Dev within a certain budget) into a positive outcome, showcasing the impact of Techtrust.
Want to print your doc? This is not the way.
Try clicking the ⋯ next to your doc name or using a keyboard shortcut (
