Case Study — #ClosedCircuitSelling in Tax Deduction Leasing

Company A sells Tax deduction leasing, alongside a core product of financial operating leases. They also have access to insurance products, and additional vehicle procurement advantages within their wheelhouse.

Company A recognises that all companies within their Total Addressable Market, ARE in market for employee benefits, and have aside allocated funds for their valued employee’s.

Company A works back a bid contract into sales copy, and tweaks the messaging to tie into employee benefits.

Company A approaches Company B, who is in in market for employee benefit solutions.

Company A dazzles Company B, with video content essentially a Video Sales Letter, that ties to what they need to offer to their valued employee’s and shows them how to get to the dream state.

Company A uses this Video Sales Letter, to negotiate starting that program with Company B.

Company A recognises that the lever for reciprocal access is to angle the employee benefits against, their fiduciary requirement to provide such benefits to their staff.

Company A slides in with, since we were able to exceed your expectations on this product, could we also look at sales and lease back on your existing financial operating leases and or cost of take over and provides a Lost Productivity Cost calculation, against cost of doing nothing.

Company B accepts, and notes the experience as a being buyer centric, and shortened in sales cycle.

Impacts of utilising these frameworks.

8/10 Approaches, were able to discuss national supply contracts for either tax deduction leasing (employee benefits) or core products of Financial Tax Deduction Leasing.

All noting, they wouldn’t have ever considered business with THIS supplier, previously ??

National Sales Record, at two FMO’s utilising this framework.

Global Satisfaction survey results, increased by 11% utilising this framework.

The other noted impact, when I have done this for multiple FMO’s was creating a rolling quote.

Having reciprocal rights access under employee benefits, then provides Company A with weekly/fortnightly/ monthly access to upsell cross sell opportunity spot, multiple offerings that fit in this wheel house.

When you go back into these reciprocal accesses, and provide a secondary solution, you show them the Lost Productivity Cost calculator of NOT doing this + if the items are within a Tax Deduction solution, you “reverse” the quote to show the reflective rate versus the tax home pay to the persona.

At a high level, that gives you “here is the lost opportunity cost of not doing this” here is the reflective rate of actual cost, hard to say no to, when you are already in market for the products / solution, and they are already in your wheelhouse.

Now, what if,………we already have access to company B, within the wheel house? That’s the #ClosedCircuit, isn’t it?

So how do you undertake this? Firstly like the other case studies, stop thinking of sale Company A to Company B hard and fast… Horizontal sales.. That’s not what we are talking about.

Think a multi layered Joint Venture, the commercial access gate will change industry to industry, it could well be an owner of a Facebook group, a Telegram group, a company persona who needs to provide what you sell (but no one knows about it)… Or a data base that you can spin in multiple directions.

Start there, think, first sale is for reciprocal access one to many, second sale is standing standing and delivering what you do.

In this example, the buyer persona for access gate is employee benefits manager / HR Benefits manager.

You may, have to run B2C programmatic buying pattern data in reverse to find the triggers to find it real for the access.

#ClosedCircuitSelling?is one motion to create and capture demand, and remove abrasion from client acquisition pre and post sale.

Utilising this framework, we build ecosystems for Done for you clients, removing the requirement for marketing, new business and key account management.

Demand + Outbound Actions = Revenue

We put sales, marketing and customer success together, so you don’t have to.

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