- hitting the next payroll
- this monthâ€™s sales numbers
- losing your even less-than-desirable clients because you need the revenue
- how to price the next job so you wonâ€™t lose it, even though it compromises your companyâ€™s long-term viability
- Sell more to your existing clients. I assume your sales team has been down this path already, but it wouldnâ€™t hurt to keep on top of things.
- Sell more to companies who have never purchased technology solutions before or who have already fired their tech firm. You can probably count the number of these on one hand. To find them, though, you might need to enlist the services of Miss Cleo and/or Sherlock Holmes!
- Pick off your competitorsâ€™ clients, one by one. Yes, legal poaching.
- How do you know youâ€™ll keep all your existing clients? Sure, you should probably ditch the ones youâ€™re wasting time with and who arenâ€™t profitable, but what makes you so sure that your competitors arenâ€™t bearing down on your cash cows and doing what they can to steal them away from you? (Hint: you shouldnâ€™t be so sure, and your competition is likely doing just that!) My question to you: what are you doing about this vulnerability right now? (Yes, you can lose your cash cows. Iâ€™ve seen it over and over again â€“ especially with a change in decision-makers or a sudden new emphasis on the â€œbottom line.â€)
- If youâ€™re selling to brand-new prospects, how can you make sure theyâ€™ll see you in a much more favorable light than your competition? What do you do to make sure you get the inside track that results in a signed proposal? If you donâ€™t know the answer to this, youâ€™re almost certainly flushing good money (and time) right down the drain.
- Howâ€™s selling to your competitionâ€™s clients going for you? See if this scenario sounds familiar:
- You finally score a meeting with the client, after being told â€œnoâ€ many times. (Excitement!)
- You meet with a lot of reluctance during the meeting but they promise to give you a shot. (More excitement.)
- You spend hours upon hours developing a great proposal that comes in under the â€œtarget numberâ€ that you were also â€œleakedâ€ in the meeting. (Everyone who reads the proposal loves it â€“ even your spouse. Two thumbs-up.)
- You spend hours upon hours developing a great presentation to go with the great proposal. You spare no expense. (Drum rollâ€¦)
- During the presentation, youâ€™re told your presentation and offer are impressive, and you head back to the office excited, because you heard the decision maker make a few remarks that seemed â€œforward-moving.â€ (Everyone during the presentation is all-smiles. They invite you to a nice lunch afterward. They pay!)
- On the day the decision is to be made, they donâ€™t call. (You get a distinct queasy feeling in the pit of your stomach.)
- Phone calls. Messages. Emails. Voicemails. Repeat. Repeat again and again. (Tums. Maybe even Prilosec.)
- Finally, some underling reluctantly leaves you a voicemail that theyâ€™re maintaining their relationship with their current vendor â€“ but they loved your solution â€“ really â€“ and thank you again for the time and professionalism. In fact, they may call you again in the future. (Defeat.) Guess what, man? You just got rolled. You just lost an awful lot of time and money. And a lot of dignity and self-respect, for that matter.
Without further ado, hereâ€™s the solution that will help you avoid all of these problems, disappointments, and stress: The Wedge for Technologyâ„¢ WorkshopThe main objective of The Wedge Sales Processâ„¢ is to teach you to break incumbent relationships to win new business. With this time-tested, yet rarely-employed sales technology, you will learnâ€¦
- Where you are strong and your competition is weak â€“ which leads to how the prospect is being underserved.
- How to exploit the competitionâ€™s weakness to get prospects to see how they are being underserved.
- How to test their ability to fire the incumbent and hire you.
How to Stop Selling and Start WinningWhen you go through the easy-to-understand principles of this workshop, youâ€™ll also learnâ€¦
- How to identify which products and services your company provides better than your competition (using what we call the â€œladder of abstractionâ€).
- How to develop proactive services that are tangible and concrete that will differentiate you â€“ a lot â€“ from your competition.
- How to develop a Pre-Call Strategyâ„¢ that will have you knowing the prospect, the key players, etc., the incumbent technology firm, etc.
- How to conduct a new business interview that will enable you to find and ethically exploit a prospectâ€™s pain. (This is how prospects begin to realize how they are underserved â€“ without you having to say anything bad about the incumbent!)
- How to get a commitment in advance that they will fire the other guy and hire you if you can give them what theyâ€™re asking for.
- How to get a proactive service timeline in place so that your top accounts continue to do business with you.
What You Get
- Complete access to over 9 hours of self-paced video training (6 1.5-hour lessons), including a couple of bonus videos which go into depth on a few important topics.
- One 40+ page workbook that accompanies the training, which you can use for note-taking, exercises, and brainstorming. Print it out and use it as many times as you like. (Itâ€™s great to use for annual planning preparation.)
- Picture Perfect Recipe Cards for Technology (youâ€™ll have to take the course in order to find out how valuable these will be in your prospecting and your post-sales efforts).
Yes, Randy! I want The Wedge For Technology
What You Get
- Complete access to full video training modules ($1295)
- Workbook that accompanies the training which you can use for note taking, exercises and brainstorming ($195)
- Picture Perfect Recipe Cards for Technology ($45)