How to reduce Sales Cycle to few days with less no. of meetings using LinkedIn+Whatsapp Combination
I attended one of the webinars and it literally blew my mind.
I coudn't resist sharing this to every one who are not at all properly utilizing the opportunity of the current pandemic situation which helped in more WFH options and getting all of the prospects to be online round the clock.
Top 10 Observations are:
1. Identify the Productivity Gap: Which is the major issue right now for your sales rep? Is it the pipeline creation, pipeline conversions or retention/churn?
Prepare now---> Ramp Faster (Accelerate)---> Gain Market Share
This will help in:
(a) Improving the win rate
(b) Speed up the sales cycle
2. Get in depth knowledge on what is remote selling:
Use of asynchronous method in selling. Record your video (with screen-share option) send this after the demo with voice over on your proposal/contract. Send this on google share or some services where prospect and their team can edit the proposal/contract simultaneous with you. Even they can comment on it for you to make immediate changes without calling or emailing them again for doubts.
3. How to utilize the online tools to multiply your efforts 10X:
It can be done by navigating the prospect organization:
Research using AI tools to know who is the Initiator, User, Champion, Decider, Influencer, Gate Keeper & Executive Buyer. We also can analyse their behavior and what exact text message to send on Whatsapp to get positive response (Make a checklist on Do's and Do Not's)
4. Understanding difference between traditional face to face selling vs benefit of doing remote selling now:
Generally, There are a dozen of meeting rounds you have to do to get a contract signed via traditional selling.
Example: Meeting1&2: Discovery Phase, Meeting3&4: Demo,
Meeting 5,6,7,8: Assisting them, Meeting9,10: Proposal Discussions, Meeting 11&12: Commitment for contract with signatures.
But with remote selling, it is the following process:
Share a video on Linked In with a survey form/option form------> Invite them to first meeting (Demo & Hear more about what they are looking for)----> 2nd Meeting (Proposal Discussions)---> 3rd Meeting (Contract Signoff)
So by using Remote Selling you just saved 9 meeting slots and imagine the pain of getting every meeting accepted and reminder for followups.
5. Increase in conversion rate upto 90%:
Yes this is possible if before the demo you make them informed on what the discussion would be. Best bet is Whatsapp. On the Demo Day, make them comfortable. Notice the buying signal. Accordingly Send the Contract.
So do 10 demos in a month you can get 9 contract signed if you follow the process and ensure you have had the correct contact.
Remember Sales is about giving something to them instead of trying to take something from them.