How To Close A Transformation Deal With a Fortune 500 Company In Less Than 9 Months
Help your prospects to think big, but act small
Two weeks ago, I introduced the power of using a maturity model to better position transformation deals in your industry. This model is intended to be used over multiple meetings and design sessions across the 3 main stages of closing a deal — Discovery, Insight, and Accelerate.
Now let’s break it down further…
Key component #1: Create a distinct point of view for your industry (Discovery Stage)
Where you start the conversation matters.
Most sellers fail to articulate a broad vision for the industry they work in. Instead, they lock themselves in a small box that is easy for a prospect to view their solution as a commodity. That is a transaction, not a transformation.
Key component #2: Actively collaborate with the prospect on how to change (Insight Stage)
Next, you have to bring the need to change closer to their turf.
After gathering and receiving the prospect’s data, now will be the time when you bring together their change drivers and your subject matter experts (SMEs). I found the best way to do this is set up a design session, or a Lighthouse Workshop.
Key component #3: Drive home why the prospect needs to change now (Accelerate Stage)
“We often think of ourselves as closers, but in reality, we’re change agents.” (From the book Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue)
After completing a successful design session together where you architected the ideal way to operate, develop a narrative proposal and business case to secure (or create) budget.
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