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#80 what we heard

#80 what we heard

One way to get deal momentum

October 07, 2022

Reading time: ~1 min

Proven strategies to grow cyber security sales

Enjoy this email….because who doesn’t want a bluebird every week???

Keep momentum in your deals

Between your first and second meeting with a prospect, they might have had 45 other meetings.

Think about it… 3 weeks between meetings is 15 work days, 3 meetings per day (pretty conservative!)....45 meetings! Nuts!

What are the chances they will remember what you talked about in your first meeting? Maybe the top 3-5 points that they wanted to remember?! Not much else, right?

That’s why it’s essential to the momentum of your deal that you keep them on track throughout the process. And one of the most valuable tools I have seen used is the "what we heard" slide.

It is one slide you need to start every prospect meeting. This slide reminds all those that have taken part what we have been talking about and why. And it also catches new people up very quickly

What does it look like? Something like this...

How do you make this slide powerful?

Use their words and ideas from the first meeting
- Don't translate anything into your vendor language, and don't put words in their mouth (so to speak)
Remind everyone of the big "why" behind the project at the start of each meeting
- Everyone aligned on a significant outcome is known to speed up deals.
Use this slide to highlight any gaps
- "One thing I thought when putting this together is we didn't talk about what a short-term win would be for you..."
Allow them to correct you...
- "these are my recollections from last time. What did I miss or not get right?"
Don't list everything you heard; list the most impactful and vital points
Use it at the start of every meeting in the sales cycle

And an added benefit….it forces you to do a good enough job with discovery in the first meeting to create a "what we heard" slide!

Another added benefit…the #1 complaint from buyers for many years is "salespeople don't listen!" You will immediately stand out from 90%+ of the crowd of sellers by proving in every interaction that you do listen.

If you find your opportunities drifting, slowing down, or dying slowly, start using a "what we heard" slide on every deal.

Time for a dad joke break...

How does a penguin build his house? Igloos it together.

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