Getting to Yes: Finish the Quarter and Year Strong

© 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Gettingto Yes:Finish
theQuarterandYear
Strong
This document contains proprietary information of ValueSelling Associates. Its receipt or possession does
not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may
describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling
Associates is strictly forbidden.
Thank you for joining us today.
We will be getting started shortly.
In the meantime, please share the location that you’re
joining us from. Submit your answer in the Q&A window.
Presented by Julie Thomas
President & CEO
Thank you for joining us today.
We will be getting started shortly.
In the meantime, please share the location that you’re
joining us from. Submit your answer in the Q&A window.
This document contains proprietary information of ValueSelling Associates. Its receipt or possession does
not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may
describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling
Associates is strictly forbidden.
Complimentary Webinar
November 18, 2020

Follow and engage with us!
ValueSelling-
Associates
ValueSellingAssocValueSelling
Associates
@Valuselling
#ValueSelling #VSAWebinar
#KeepItSimpleDriveResults

© 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
• Closing the sale
- Skill or process?
• Top 10 questions we must ask to be certain
opportunities will close
• Tactics and strategies for successful closings
Agenda – Year end PUSH!

Think of a key opportunity...
• YEAR END PUSH
• Evaluate pipeline
• Identify “gaps”
• Do we know what to ask?
• How to approach it?

Business Issue
Problem Solution
Value Power Plan
Differentiated
VisionMatch™
confirm confirm
Value Buying Process™

Are we
at Power?
• Authority and access to funds
• Procurement process
• Are we at risk?
• Do we need to partner to get to Power?

What is our
prospect’s
reason to
change?
• Is our solution connected to resolving
our prospect’s business issue?
• Individual objectives, imperatives, drivers,
KPIs may be incomplete
• Wrestling with identifying the value/impact of
our solution? Good chance we don’t have
business issue confirmed
• Remember — VALUE accrues to the business
issue — not just to problem-solving

Is our solution
differentiated?
• What is unique or better about
our solution?
• All that matters is the prospect’s perception
• Why would a prospect require that
uniqueness?
• Prospect must articulate in some way that
we’re their best solution
• No Differentiated VisionMatch? Let’s be
deliberate and make visible unrecognized
business issues and problems that only our
solution can address!

What’s the
personal
motivation?
• People are motivated for
their own reasons…not ours
• Uncover and connect to WII-FM
• Helping our prospect achieve his/her individual
goals is critical to creating urgency

Is it worth it?
• What criteria will our prospect use
to justify their decision?
• Can the impact on their business be measured
and quantified?
• Do they believe the ROI or value?
• Are there any other initiatives that have a
bigger impact?
• Value is customer-specific!

Half way – let’s recap:
61
Are we at
Power?
What is our
prospect’s
reason to
change?
Is our solution
differentiated?
What’s the
personal
motivation?
Is it worth it?

Do we
understand
our prospect’s
process?
• Evaluation, decision and procurement
• What happens after they select
a vendor?
• Who is able to sign?
• Are there phases, steps?
• How long does it take for a purchase order to
be issued?
• Can various processes be conducted
simultaneously, i.e., legal review?

Does our
prospect know
and own the
Plan?
• Is it mutually-agreed upon?
• Joint ownership
• Based on customer requirements
• Shaped to include the items we know will
lead to success
• Is it in writing?
• The end date…when the customer’s business
issue is resolved, Value is realized
One key aspect: have they agreed to the Plan?

Is timing
critical to
our prospect?
• Is the timing of the expense for our
services an issue for our client?
─Year-end budget dollars may need to be used
─Expenses may be postponed to make quarter or year
earnings goal
• Critical for each of us to understand
and manage…get creative, if possible

Are there
unaddressed
objections?
• Unaddressed objections will
stall a sale every time
• Objections are usually requests
for more information
• Use a 5-step approach to determine
what information is missing or has changed
─ Embrace the objection
─ Clarify
─ Diagnose using the QP Formula
─ Isolate – anything else?
─ Address the objection

Could we be
blindsided?
• What are the individual schedules
of our prospects?
• Vacations
• Holiday shut-downs
• Does prospect’s organization have a
purchasing “cut off” date to prepare for
year-end or quarter close?
• Find out TODAY, not December 31, and
make adjustments to the written plan

To recap:
61
Are we at Power?
What is our prospect’s
reason to change?
Is our solution
differentiated?
What’s the personal
motivation?
Is it worth it?
Do we understand our
prospect’s process?
Does our prospect know
and own the plan?
Is timing critical to our
prospect?
Are there unaddressed
objections?
Could we be blindsided?

What can we
do today?
• What are the top deals you need to get in
the door?
• Ask the questions – be honest with yourself.
• Rejoice over discovered holes or missing
components
• Go to work, fill the gaps!
• Better to identify the gaps now,
not on December 31st!

Questions?

Go to valueselling.com > resources > webinars
to download today’s slides
At the end of today’s webinar

21
Customer Retention: Best Practices in
Renewals
January 21, 2021| 10:00 AM Pacific
Save the date!

Thank you!
• Keep it simple. Drive Results.
Julie Thomas
+1 858 759 7954
julie.thomas@valueselling.com
in/julieathomas ValueSellingAssociates
Thank you!

Getting to Yes: Finish the Quarter and Year Strong

Recommandé

Recommandé

Contenu connexe

Tendances

Tendances (20)

Similaire à Getting to Yes: Finish the Quarter and Year Strong

Similaire à Getting to Yes: Finish the Quarter and Year Strong (19)

Plus de ValueSelling Associates, Inc.

Plus de ValueSelling Associates, Inc. (9)

Dernier

Dernier (20)

Getting to Yes: Finish the Quarter and Year Strong