Strategic Selling Workshop
Shorten the Sales Cycle:
How to Generate More Sales in Less Time November 2017 Mark Hunter, CSP, “The Sales Hunter”
www.TheSalesHunter.com
Mark Hunter, CSP, “The Sales Hunter”
www.TheSalesHunter.com [email protected] 402.445.2110
Speed Sells!
www.TheSalesHunter.com
www.TheSalesHunter.com
www.TheSalesHunter.com
www.TheSalesHunter.com
www.TheSalesHunter.com
Don’t run from the tough questions early on!
www.TheSalesHunter.com
Objective is to qualify fast to allow you to spend more time with fewer prospects.
www.TheSalesHunter.com
It’s the questions you ask, not the information you share, that will create value.
www.TheSalesHunter.com
Engage the customer with your demo.
C+C=C=O=P
www.TheSalesHunter.com
www.TheSalesHunter.com
www.TheSalesHunter.com
The finish line is not the price stated. It’s the value given.
www.TheSalesHunter.com
View the selling process as an extension of the value the customer is looking for.
www.TheSalesHunter.com
Customers don’t want to buy anything, but they will invest.
www.TheSalesHunter.com
Remove the barriers to effective collaboration and win more business with simple, professional online meetings
©
2017 | LogMeIn Confidential – Internal only
Simple, Professional Meetings ❏ Webcam Sharing: with 1-click meet face-to-face
Other Resources:
❏ Unlimited audio: connect using the phone or computer and add toll-free calling plus Call Me ❏ Collaborate instantly: share apps, docs, dual monitors ❏ Meet on the go: iOS, Android, Windows
No download, no problem. Everyone gets in with GoToMeeting Instant Joint 19 ©
2017 | LogMeIn Confidential – Internal only
16M
Users per month
7X
Magic Quadrant Leader
56M
Online meetings
90%
Customers agree that GoToMeeting helps them close deals 20% faster
34%
Higher close ratio when using GoToMeeting Webcam sharing
20 ©
2017 | LogMeIn Confidential – Internal only
www.TheSalesHunter.com
It’s the questions you ask, not the information you share, that will create value.
www.TheSalesHunter.com
Mark Hunter
Gerhard Gschwandtner
Mark Hunter
Gerhard Gschwandtner
@TheSalesHunter
@SellingPowerMag
The Sales Hunter
Selling power
The Sales Hunter
Selling Power
www.TheSalesHunter.com
How to Generate More Sales in Less Time November 2017 Mark Hunter, CSP, “The Sales Hunter”
www.TheSalesHunter.com
Mark Hunter, CSP, “The Sales Hunter”
www.TheSalesHunter.com [email protected] 402.445.2110
Speed Sells!
www.TheSalesHunter.com
www.TheSalesHunter.com
www.TheSalesHunter.com
www.TheSalesHunter.com
www.TheSalesHunter.com
Don’t run from the tough questions early on!
www.TheSalesHunter.com
Objective is to qualify fast to allow you to spend more time with fewer prospects.
www.TheSalesHunter.com
It’s the questions you ask, not the information you share, that will create value.
www.TheSalesHunter.com
Engage the customer with your demo.
C+C=C=O=P
www.TheSalesHunter.com
www.TheSalesHunter.com
www.TheSalesHunter.com
The finish line is not the price stated. It’s the value given.
www.TheSalesHunter.com
View the selling process as an extension of the value the customer is looking for.
www.TheSalesHunter.com
Customers don’t want to buy anything, but they will invest.
www.TheSalesHunter.com
Remove the barriers to effective collaboration and win more business with simple, professional online meetings
©
2017 | LogMeIn Confidential – Internal only
Simple, Professional Meetings ❏ Webcam Sharing: with 1-click meet face-to-face
Other Resources:
❏ Unlimited audio: connect using the phone or computer and add toll-free calling plus Call Me ❏ Collaborate instantly: share apps, docs, dual monitors ❏ Meet on the go: iOS, Android, Windows
No download, no problem. Everyone gets in with GoToMeeting Instant Joint 19 ©
2017 | LogMeIn Confidential – Internal only
16M
Users per month
7X
Magic Quadrant Leader
56M
Online meetings
90%
Customers agree that GoToMeeting helps them close deals 20% faster
34%
Higher close ratio when using GoToMeeting Webcam sharing
20 ©
2017 | LogMeIn Confidential – Internal only
www.TheSalesHunter.com
It’s the questions you ask, not the information you share, that will create value.
www.TheSalesHunter.com
Mark Hunter
Gerhard Gschwandtner
Mark Hunter
Gerhard Gschwandtner
@TheSalesHunter
@SellingPowerMag
The Sales Hunter
Selling power
The Sales Hunter
Selling Power
www.TheSalesHunter.com
