The Modern Seller's Guide to Win More 6- & 7-Figure Deals: Video 3

Audio Transcript Auto-generated

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  Hello and welcome to this video series.

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  The modern sellers guide to winning more six and seven

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  figure deals.

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  I'm amy franco, author of the modern cellar and also

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  a linkedin top sales voice.

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  This is the third video in this series and please

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  make sure to catch the first two videos in the

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  series as well.

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  I lay the groundwork for what it means to sell

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  strategically in order to win those six and seven figure

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  deals. And then I've started to introduce a sales methodology

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  that as a sales professional or a sales leader you

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  can implement in your sales territory or across your sales

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  organization. That will help you and your teams to better

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  identify and close those highly valuable six and seven figure

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  deals to help you grow your individual sales territory to

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  help you grow your sales organization.

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  So with that let's go ahead and get to it.

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  This is the sales methodology that I introduced in the

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  previous video strategic selling for professional services and B two

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  B organizations.

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  If you are wanting to identify and close more of

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  these high value deals, layering a sales methodology into your

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  sales process is a way to help you get there.

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  I like to think of sales methodology as a chess

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  match. It is a combination of the different approaches solutions,

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  skills tools that you have at your disposal to choose

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  from, that will help you to build better relationships to

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  move opportunities forward and ultimately get them to closure.

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  In video# two, I identified and went through an

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  overview of each of these steps.

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  For this particular video, I'm going to focus in on

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  relationship ecosystems.

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  Your relationship ecosystems are extremely important because having the right

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  relationships and then being able to access them.

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  So knowing who they are, being able to access those

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  relationships and then having very meaningful sales conversations is what's

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  going to help you uncover the opportunity or to move

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  it forward, identify where there might be stuff.

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  Points identify where you may need other relationships in order

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  to continue on.

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  So for the rest of this video, I'm going to

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  dig into relationship ecosystems and then give you some specifics

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  that you can put into action for your next opportunity

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  or across your sales territory for a little bit more

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  of a strategic picture view.

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  All right, So let's talk a little bit about relationship

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  ecosystems and especially in complex deals if you are working

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  complex deals, there are typically multiple decision makers and influencers

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  that are part of the picture.

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  You might have one relationship in one area of the

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  organization. But in order to win these more complex opportunities,

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  there are typically multiple business segments involved.

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  Multiple leaders, people putting their opinions in and there's often

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  more of a decision by committee than ever before.

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  So the question that you will want to ask yourself

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  or if you're coaching your teams, ask of your sellers,

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  do you have the right relationships?

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  And then also can you access those relationships?

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  Because the honest reality is, most sellers build relationships where

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  they're comfortable, they build relationships at their pure level or

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  they build relationships within just a particular department or a

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  business segment of an organization in order to identify and

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  close those higher value opportunities, sellers need to very intentionally

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  move higher in the organization and in many cases into

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  other business segments.

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  I've even seen some instances where sellers have had to

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  build relationships outside of the organization with outside influencers and

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  advocates in order to help them be successful.

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  And one important point here, and it's this third bullet

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  points on the screen is the fact that relationships alone

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  don't win.

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  They are a very important part of the equation, but

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  it's a combination of your relationships, your particular expertise, how

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  you can help that client or prospect solve a particular

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  problem. It's the reputation of your organization and it's also

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  being able to help your clients and prospects navigate the

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  decision making waters.

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  You are really to be seen as a leader.

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  So your relationships, your expertise and your capabilities as a

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  leader, all combined together with sales activities with sales methodology.

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  Sales process is what will help you to ultimately be

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  successful with closing those six and seven figure deals.

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  All right, let's talk about something that you can very

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  specifically put into practice today.

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  If you're a sales professional with your own territory, your

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  own book of business, this is something that you can

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  do with a specific opportunity or if you're a sales

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  leader, this is something that you can do across your

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  teams and challenge them to bring you these opportunities to

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  work through.

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  So keeping one particular opportunity in mind, can you identify

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  the key decision makers, the key centers and influence and

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  advocates for your opportunity?

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  And your advocates are those people that you can really

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  lean on?

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  They are they are your, they're cheering for you.

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  They are opening doors for you.

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  They really would like to see you win for many

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  reasons. So the more advocates that you have in an

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  opportunity, the better.

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  Once you have identified who those people are assessed the

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  strength of each relationship, where is it strong?

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  Where are there perhaps opportunities for improvement?

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  And this last bullet point is especially important, which is

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  to challenge yourself to find the gaps.

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  Finding the gaps is really where you are ultimately going

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  to win because it's a gap in the relationship or

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  a gap in the organization where a competitor has a

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  relationship is going to cause risk for you, that you

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  want to make sure that you mitigate that risk.

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  So challenge yourself.

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  Ask your sales later to help you ask appear to

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  help you identify where some of those gaps are so

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  that you can fill the gaps, build the relationships and

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  move the opportunity forward.

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  All right, if you would like to talk more about

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  how I might be able to help you, you or

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  your organization grow your six and seven figure opportunities, please

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  reach out to me on linkedin or you're welcome to

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  reach out at amy franco dot com, fill out the

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  contact form there and we can connect for a conversation.

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  Thank you so much for joining me today in this

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  video. And please look for future videos in this series

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  on sales methodology.

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  Mhm