Zen Distributions LLC

Here’s how using a buyer’s KPIs + 3 Google searches to diagnose a problem. 1. For each buyer in specific, uncover their: ? Lagging indicators: Main “Output” KPIs ? Leaning Indicators: Auxilliary “Midput” KPIs, ? Leading Indicators: “Input” KPIs 2. Before discovery, Google these 3 things: ? The industry averages for each of these metrics ? At what point, do these indicators cause a known problem. ? At what point, do these indicators cause an unknown problem. 3. In discovery, answer these 5 questions for each indicator: ? What is the buyer’s goal when it comes to this metric? ? Where are they currently at, in relation to that goal? ? How big is that gap? ? Are they above or below industry average? ? Does the status of this metric, indicate a known or unknown problem? With this information, you’ll be able to: ? Develop your expert-diagnosis. ? Correct any misdiagnoses. ? And find problems, that the buyer has missed entirely. Repost to share this with your network ??

A “win” for a buyer is contextual, to the role & industry that they’re in. Touchdowns don’t matter if you’re playing soccer. And home runs don’t matter if you’re playing golf. When you change sports: - The rules change. - The point system changes. - And what constitutes a “win” changes too. Now think of each buyer persona as a different sport. For each buyer persona, ask yourself 3 questions: 1. What are the “rules” of the game? ? What role/industry is this buyer in? 2. What’s their “point system” ? What are the KPIs that the buyer is metriced on? 3. And what constitutes a “win”? ? What is the buyer’s desired outcome, & where do their indicators need to be to achieve that? ?? Repost if you like this video! What roles do you sell into? Let us know in the comments. ?

Here’s our 4-step process to help you pinpoint your buyer’s problems + provide tangible value in the sale. ???????? 1: ???????????? ???? ???????????? ???? ?????? ??????????’?? ???????????????????? Don’t worry - just a couple of Google searches can get you 80% of the way there. For each buyer persona, research their: ? Metrics/KPIs ? Industry averages for those metrics ? Common problems, in relation to those metrics And keep these stats for Step 3. ? ???????? 2: ?????????????? ?????? ??????????’?? ????????-??????????????????. This is what the buyer BELIEVES to be true, around their: ? Business problems ? Root causes ? Impacts ? And desired outcomes Finding these out during discovery is crucial for Step 4, so don’t skip! ???????? 3: ?????????????? ???????? ?????? ????????????-??????????????????. For each of your buyer’s metrics, ask them two questions: 1. What is your goal/quota when it comes to [insert metric]? 2. Where are you, in relation to this goal? Use these answers, along with your knowledge from Step 1, to quantify the size of the buyer’s problems. …???? ???????? ???????? ??????, ???? ?????????? ????????. ???????? 4: ?????????????????? ?????? ????????????????????. This is the most important step, & the one the provides the most value to your buyer. Pinpoint any differences between: ? The buyer’s self-diagnosis. (Step 2) ? And your expert-diagnosis. (Step 3) And use this info to correct any misdiagnoses - things that the buyer self-diagnosed incorrectly. Or uncover any missed diagnoses - things that the buyer missed entirely. We provide a full breakdown in our written asset “Diagnostic Selling”, which has been downloaded by 650+ sales professionals. ?? Grab your digital copy here: https://lnkd.in/gb487naJ #b2bsales #discovery #diagnosticselling

We only have one question for sellers: Have you done as much research on your buyer’s problems, as they have? Buyers aren’t doing all this research, because they want to. They do it because they believe that they HAVE to. Because they DON’T believe, that a seller will do any of the work for them. If we want to prove our buyers wrong, If we want them to trust us, Then it starts with researching our buyers, & the problems within their world. And ultimately becoming the experts, who they can depend on to help solve their problems.

Here’s exactly why talking about ROI & COI is completely ruining your deals: When sellers bring up the ROI or COI of a deal, it’s to “convince” the buyer into believing that they should move away from the status quo, and instead mobilize to buy. However, the ultimate agenda behind these techniques isn’t to help the buyer, by way of helping them actually solve their problems. Rather, it’s to bend the buyer’s opinion, by either: ? doubling down on the “benefits” of changing. ? or driving up the fear of staying the same. All so that the buyer FEELS that they need to solve for it… instead of actually diagnosing whether they need to change in the first place. Buyers are becoming increasingly turned off by this behavior - ? Studies show that for 87% of deals lost to indecision, using status quo techniques such as ROI or COI selling actually DECREASES the chance of the deal closing. Which, statistically speaking, means that it’s better to not have had the seller involved, in the first place. What do YOU think about these techniques? Let us know in the comments ?

Subjective questions will ruin your discovery calls. Here’s why. If you’re asking questions such as: ? Do you have bad ____? ? Do you have an inefficient ____? ? Are you wasting time due to ____? ? Are you spending too much money on ____? ...you’re in a very dangerous territory. These questions are highly subjective and can be interpreted differently by each buyer, thus failing to yield any concrete information about the size or nature of their problems. Instead, ask questions that give you objective data on your buyer & their metrics. Bu doing so, you can quantify the gap between where they are, and where they need to be, in relation to their business goals. And you can subsequently diagnose the size of the buyer’s problem, and determine whether it’s big enough to solve for.

Brendan, chill out. You might be “confident” that we are a good fit for your product or service… ..but it’s your first time calling, and you haven’t even asked us a question. ?? We’re sure your product is great and all, but before you launch into your next pitch - Please find out if we have a problem, to begin with. And start there. Sincerely, Every prospect in existence.

Writing “Hope you’re well” on the first line of your sales email, is just ASKING to be thrown into the junk folder. That’s because these types of words/phrases instantly give off the impression, that you’re “just another seller” & should be avoided at all costs. This is especially deleterious in the subject line + preview text of the email, which often causes the buyer to delete the email, before they even open it. Instead, we recommend: ? Starting with a pattern-interruptive personalization premise, that shows the buyer that you’ve sent the email to JUST them. ? Hooking that personalized premise to your relevance, towards the buyer & their problems. ? Having a clear CTA, that specifically highlights the value that your buyer would receive. ? And deploying a “Push-Pull” technique, to take the pressure off of their decision & demonstrate that either way, you’re there to help them out.

These 5 mistakes will cost you >70% of your inbound leads ?? 1?? Not letting prospects schedule a demo on your website. 2?? Round-robinning inbound leads to your SDRs. 3?? Waiting more than 5 minutes to follow up with an inbound demo request. 4?? Not responding to prospects who inbounded during the weekend, until Monday morning. 5?? Making them first meet with an SDR, in order to be “qualified”, before letting them see an AE. Did we miss anything?

Here’s a sobering stat about sales today: While 82% of AEs THINK they add value to a buyer… ..only 34% of buyers would actually agree with that statement. ?? This signifies a MASSIVE rift in perception between buyers & sellers - And could indicate why the vast majority of buyers, simply don’t want a rep involved. So what exactly is the “value” that sellers bring to the discovery room? And how can we provide enough value, so that our buyers WANT & NEED us at the table?? We’ll be answering these important questions at the #PeakSalesSummit24 hosted by Ambition. This Oct. 24th @ 3:10p CT, we’ll be covering: ? The 3 problems, 3 metrics, 3 impacts, & 3 steps to diagnose on DISCO calls…. And the 13 questions to ask, to DRASTICALLY drive your closed-won %. If you’d like to join us for this workshop in Nashville, you can grab tickets here: https://lnkd.in/gFMAxbke