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hey everybody what's going on it's patchy dating here now if you're ever selling something a little more complicated or complex like some kind of technology like a software an API or any type of service that requires a little more work you know that sometimes you might have to bring multiple people in a deal for example if you got to bring a sales consultant a sales engineer or anybody who does any of the technical work sometimes when you do this it might be a little confusing to run your sales meeting because it's just there's too many people in there and sometimes when things get a little too confusing or complicated or when there's too many people on a call or in a meeting it could really slow things down and end up killing a deal so what I want to do for this video is show you exactly how you can sell as a team and bring in multiple people like sales consultants and sales engineers in order to close a deal and you want to make sure you watch this video into the end because if you don't know how to handle your sales meetings and bring in all your support and sales consultants you might end up making the deal a little too complicated and inmate just end up dying so that said if you want to get started with this video make sure you give this video a like subscribe and turn on notifications and let's dive in all right so for this video what I want to do is I want to share my experiences when I used to work at Oracle right and I was telling HR software so he who are the key players when it comes to selling complex deals like technology well let's go ahead and write this down we got the players over here so usually you have the Account Executive which is what I used to be when I worked at Oracle and that is gonna be the quarterback of the deal person who actually closes right so we got the account executive who else do we bring into the deal well a lot of times we have somebody called a sales consultant or a sales engineer so I'm gonna call that sales consultant for SC and what their job is to do is to really support the Account Executive and answer any technical questions when it comes to closing the deal and making the client feel comfortable with moving forward now the last player obviously that we have is going to be the prospect right and the prospect is gonna be the person that you're selling into they're evaluating whether or not they should buy from you and so as an account executive in sales consultant it's your job to work together to sell into that prospect all right so now we got three players on the board so when you start your meeting what's gonna happen well you have an introduction right let's just call it intro for now so sometimes you're doing a meeting on the phone or sometimes you might be doing it in person you're still gonna use this same format so let's say I'm going into a meeting with a prospect right in person and I got my sales consultant with me in the introduction all you really have to do is just introduce each other and you say something like let's say my sales consultant her name is Sally and I say hey Sally I want you to meet John he's been working with us for a while and he's trying to see whether or not we're a good fit to work together Sally why don't you go ahead introduce yourself Sally will say whatever her introduction is what she does at the company and how she's gonna bring value I'll say hey John why don't you just tell a little bit about yourself to Sally and share what you do at the company and John will share his story and everything like that so now everybody is introduced the next step once everyone has that introduction is you want to set the agenda for the meeting and this is gonna be critical because if you set the agenda right the rest of the meeting is going to be fairly easy and all that means is you want to set the right expectations for both sides so everybody knows what to expect so for example if I'm selling HR software to John and I have my sales consultant Sally with me I would say all right everybody so the reason why I want to put this meeting together is because I'm really just trying to see whether or not we're a good fit to work with each other John we're gonna ask you a few questions to see exactly what you want to do and how we might be able to help and of course you can ask us any questions along the way and by the end of the meeting we're gonna see whether or not we're a good fit to work together and if we are we're gonna move to the next step but if not that's totally ok is that ok with you John right so once I set the expectations just like that John's gonna naturally say sure let's go ahead and get started now the agenda is set so what's the next step well the next step is the discovery meaning you have to discover what pains John has and how you're gonna be able to sell them so that's gonna be the middle of the meeting so at a lot of companies like an Oracle at Microsoft where Salesforce they'll have something called a discovery call and some other people in the consulting world they might call this a strategy session pretty much the same thing all you do is you get the salespeople to ask a bunch of questions to the prospect and the prospect talks about what they want what their problems are and you're gonna figure out how you can solve it so in the discovery phase if you are talking about something really technical right so let's say how a software integrates with a database the account executive typically isn't going to know the answer on how to do this because they're not the ones actually coding and they don't really spend their time in this way right so the sales consultant is the person who will ask those questions and we'll answer any of those very technical questions so in the discovery phase you want your sales consultant to just keep asking questions right so exactly how does your database work how does your software work what are you trying to do and then you just ask questions for maybe 20 minutes 30 minutes to really get a deep understanding of where the prospect is at and where they want to go and how you can solve their pains so once you do that for maybe two thirty minutes do you get the sales consultants to keep asking questions what's going to be the next step well you got to finish the meeting right so typically at the end of this you're gonna have a close now when I say close I'm not necessarily saying that you have to close the deal right there on the spot because for complex deals it might take maybe weeks or months before it actually closes so when I say close here I mean close the next step what needs to happen after this and typically for complex deals once you do the discovery call and you understand the prospects pain all you got to do is close them and get them to the next meeting which is usually a demonstration or some type of presentation that show what your product does and how it can bring value to your prospect so when you're closing out here is what's gonna happen the sales consultant will probably stop talking at this point and the Account Executive then comes in takes over the conversation so that person closes out so if you kind of think about this the account executive only talks in the introduction and the clothes in the middle usually it's a sales consultant that will do most of the talking right so now Account Executive comes in and he says hey Jon you know thanks for sharing all the information you did with us we really appreciate that now if you don't mind how about I'll go ahead and share what the next steps will typically be and then John will say okay sure sure sure what's the next step and you can say something like well typically after we do a discovery call like this and we identify the problems that you have the next typical step is to schedule a next meeting or a presentation where we're going to show you exactly how we can solve your problems based on everything we talked about today so if it's okay with you how about we go ahead and schedule a time for this meeting next week and then John well either say yes or no if he says no you figure out why if he says yes then easy then you just schedule the next meeting and you're gonna move in the next process of the sales cycle so now here's a tip for you guys once you schedule the next meeting and you actually go to that meeting the Account Executive definitely wants to be their sales consultant you want to bring that person there too because on a presentation a lot of times it might be a little more complex and that person is great for that job also when you're doing the presentation you want to make sure that the only things you talk about are the things you talk about in the discovery call right if you're selling a complex product or service you can do many different things right you might have a robust product a really good product but the thing is people don't care about all the different features and benefits that you have the only thing they care about is how you're gonna help them solve their specific problem so again when you're doing your presentation only talk about the things that the prospect cares about and nothing more and once you do the presentation correctly and they can see that you can solve their problem then they're gonna move forward and actually buy whatever it is that you have all right so with that said that's pretty much how you want to handle your meetings when it comes to being an account executive a sales consultant and working together using this very simple framework if you enjoy this video make sure you give it a like subscribe if you haven't already and turn on the notifications bell and if you want to take your sales game to the next level I actually created a free and def training to get access to that training all you got to do is click the link in the description and it's gonna take you there so with that said my name is Patrick King and I'm gonna see you guys in the next one