What Happens in Vegas...

This week we welcome our first guest blogger, Neal Haymore in Las Vegas. Neal has been tearing up the strip selling SEKO Supply Chain Solutions so we’ve asked him to share with us his secrets to success.

So you caught the bug at the sales conference and have been to the deep dive training… now what? How do you take a customer that says “That’s a good idea,” and change the sentiment to, “I can’t afford not to have it!”

Since the sales conference in March, Las Vegas has seven new solutions that are being implemented. We have a few more we are hopeful to close shortly. When Tom asked me how we go from “hopeful” to “sold” I said I would be happy to share what has worked in Las Vegas.

You want to know the secret? Sure you do! You wouldn’t read past the first paragraph if you didn’t. So here it is… there is no secret! Not one solutions sell is ever the same as the next. Each business has different and specific driving factors that lead to a signed SOW. The common need I’ve seen is a solution to fix a problem or create efficiencies.
Below are three steps that have been key factors in closing the sale.

1. Be sure you are talking to the right person. The right person controls the dollars. If you don’t have that relationship, then you are wasting your time.

2. Understand your customer’s industry. If you don’t know what is happening in their industry, it will quickly become apparent in front of a C-level person if you have not done your homework.

3. As Tom Madzy says, “Ask what the problems are, then sit back and take notes. Everyone loves to tell you about their problems. Just ask Dr Phil.” Once you have found a true need, find a true solution. Then keep reminding people of the pain they have, and your solution. Show them how soon they will see a return on their investment.

Sure software is expensive, but what does a 40 hour a week employee cost? What does it cost a company to have their logistics being run in- effectively? $40,000; $50,000; $100,000? I’m sure you can think of plenty more and you should. Suddenly an up-front fee of $5k doesn’t sound so bad.

Where to start? You. Believe in your products. Start by learning the software and understanding your customer’s pain. I have been in sales calls and heard “My last company spent 750k for software that couldn’t do that.”

I’ve even had CFO’s thank me for thinking they might need our software. (I don’t know about you, but the only thanks I got from selling transactional freight was when I dropped off a box of donuts.) Think of yourself as a logistics and information technology consultant, not just an account manager.

Start with existing customers who know and trust you. On every new sales call I go on, I think, “What can I solve for them?” But not everyone that should buy, will buy. Remember, when preparedness meets opportunity you will have a signed deal and a partnership with customer. Not just a transaction.

Thanks to Neal for the his suggestions. Keep up the great work! What happens in Vegas should be happening for everyone!

We look forward to having other guest bloggers write for us in the near future. If you would like to be a guest blogger, or would like to hear from one of your peers, let us know!

Thanks,

Tom