G.T.T.F.P.Q.

We have received several email from our tens of fans asking about sales methodologies; specifically, which one is better, solution selling, spin selling, strategic selling, selling to vito, etc.? As is our habit, let me share a long winded, self-serving response.

Recently I been moved over to run a business unit within my company. While in the past I have managed sales teams, this is my first time managing all aspects of the profit and expenses of an operation. For those familiar with our posts on Schmuck Vice Presidents, you will be happy to know my new title is SVP.

It’s within this new role that I found the fundamental answer to success in sales, G.T.T.F.P.Q.

Get

To

The

Freakin

Point

Quickly

Some weeks I can average 2 to 3 meetings per day on topics ranging from HR, Accounting, and Operations. Any vendor presentations are squeezed in between.

When a vendor presentation starts, I will subconsciously start a countdown to five minutes. Within five minutes the vendor has to help me answer the question Why am I in this meeting . If I can not arrive at an answer then I will “leave” the meeting, either mentally by thinking about the agenda for my next meeting or physically by looking at my blackberry and declaring “Ive got to run”.

So you have five minutes to grab my attention. What are you going to talk about?

• Your company history? I don’t care.

• Your existing clients? In the first five minutes, still don’t care.

• Profile of your executives and/or founders? Unless your founders are Playboy Bunnies, nope.

• What analysts are saying about your company? OMG, this is almost the worst.

• Your company’s “vision”? This is the worst. “Visions” that extend past 18 months are speculation and I don’t have time for speculation.

To grab my attention, you need to talk about:

• How you are going to solve one of my problems. “Our file management system will dramatically reduce paper, improve your operations, and complement your change management procedures”

• How you are going to make/save me money. “Our new merchant application system will provide your team the ability to scale by 400% without adding any additional personnel”.

• How you are going to make my life better. “We can help you implement best practices pertaining to risk management and control that will improve your compliance with Sox and regulatory and industry mandates.”

This is pretty easy to incorporate into your meetings. Simply start by introducing yourself and your team and then stating “We are here today to discuss how we can _____________________”. Then ask for confirmation that is the purpose, and then tie your points to this statement.

The meetings you have with a prospect in the initial stages of a sales cycle should be no more than 50 minutes. Use this as a guide and a motivator to throw out the “just in case” material from your presentation.

Good Luck.