Page 49 - Superion Sales

SUPERION – Sales Playbook

Note: while you prepare yourself for information that resides in each of the four boxes outlined above
(Preserve, Differentiate, Manage and Discover), it is not likely you will need to present to all of this data.
For instance, your vulnerabilities and discovery points can be kept “in your back pocket” in case you find
you need to address them (client brings them up). Simply by being prepared, you can prepare if needed
and incorporate within your deal strategy as necessary.

The Number One Mistake Made with this Model
• Too often, sales does not push hard enough on the “Why NOW” piece. - I.e. why now instead of in
2 years? We push hard on the “why us.” Create a sense of urgency with statements along the lines
of “Get us in now and we will save you money in your budget that in two years’ time, represents $x
savings to your bottom line. Those funds could be spent on your “Y” initiative instead.”

• Make their decision criteria your differentiator. Create a sense of urgency (time saving changing
now versus six months from now) by painting a picture…”out of the gate saving time. For example
two members of your seven person team could now be focused on….”

• We are ALWAYS against TIME, not just competitors. We need a sense of urgency!
• Create the vibe that “every day I’m waiting, is a day too long.” Don’t just view it as “why now,”
treat it as “why not yesterday.”
o “For everyday not working with us, you’re losing X and Y; so let’s get going with this
implementation this month.”
o Build upon the relationship by emphasizing the challenges you’ve tackled and faced
together. Building on the past relationship may help with cost avoidance of making the
change now. You are a trusted partner – or want to be if you haven’t created this persona.

It really is as simple as differentiator yourself and your selling process. You need to create marketable
insights, a buyer map and then create an overall deal strategy. Commit this formula to memory and use it
to see improved results via unexpected value and stand out from others in the marketplace.

3/8/2018

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