Deal qualification for life sciences

How to create outlook signature

five tools to open bigger deals in life science so we talk all the time about how people struggle to close deals in life science but the other end of that spectrum is actually how to open the sales process my name is Mary Rose hi and I'm here in the Stockholm archipelago and so it's just a nicer kind of kind of background when she tell you to give you these amazing tools and tactics to open bigger deals from so look a lot of this actually requires patience respecting the need for qualification and disqualification from both sides from your side as a high-level strategic partner and advisor and from your prospect side since because you remember you are not for everyone and you're really looking for this to be long term not a one-hit wonder now if you play our cards right you will basically be co-creating big deals and this is way cooler and way more lucrative instead of being desperate to just close or even indeed open any kind of deal now much of what I'm going to share with you today centers around scripts and dialogues everyone asks for scripts all the time and as they should because these are supremely effective tools the ones we're gonna show you today are tried and tested these are literally million dollar scripts you are very and passive about this drop word isn't working keep using those that are effective and you just develop that again and again you don't have to reinvent the wheel here so here are five really concrete tactics to open bigger better deals in life science now you will see that a lot of what I'm sharing to do is moving in angles very very strategic not always direct and read this gives you as the bigger picture not because not everything is a you don't take everything at face value you really want to have big business intelligence to get the bigger picture tactic number one ask the question and what else is going on you ask this question over and over keep on digging what else is going on before you even begin talking about your offer I'll pen up a reconnection discussion or a value discussion with a prospect or an influencer because you need insight into what is really going on in their world now this could be at the professional personal or private interface and you'll note as you move through a sales discussion you will be able to get the nitty gritty the private the emotional tender parts and therein lies the real problem and the source of big deals often the real Golden Nugget start when you start broaching the personal and the private keep asking the questions keep drilling down deeper and deeper and as the conversation goes on that's when you really uncover what the problem is that's at the crux of the issue that they are having you're looking for the ultimate destination of that person you're talking to you of the team of the organization so what is it they really want what are the true drivers that are causing the fire in the eyes when will you talk to them where is their shoe rubbing what's what's in there where's the friction like what is rubbing their nose right now where is the source of stress that's what you need to do tactic number two find out why now why are they looking to buy right now why are they talking to you right now why are they developing whatever it is in their business right now is there a leadership shift is there a merger acquisition is there a bankruptcy going on on the horizon you need to know that this gives you a great idea of what is really going on in their world right now are they trying to stay afloat are they going for growth are they trying to get equity are they stop trying to stop themselves from getting fired what's going on why now tactic number three look at the opposite thing that's happening what happens if you don't fix this ask them what happens if you don't fix this you're looking to put frameworks around this look for the nightmare scenario if they keep on the current trajectory you're looking for how important this is to them if you need to looking for urgency you're looking for expensive you're looking for pervasive you need to have things that are going to either make or break something extra profit engine mess if you're really wanting to approach this like a doctor almost you're really looking to probe poke until it hurts you for expensive pervasive problems that are that people are kind of ignoring or settling for now you're not looking to their friend you're really looking for the ultimate consequence of living with a problem that they have and you need to know this you need to in order to know what to do next because bigger deals in my world mean really strategic decisions that are going to make the company either more profitable or leads to growth and they will be willing to invest then in their cure when they perceive and have committed to a need to have instead of a nice-to-have and they will pay ingly so you're looking for micro commitments here that is the path you need to take and you will see that here these are fret you'll have a framework here with solid rocks to anchor you the illumination that you're putting on their problem and because also because you were looking for that mutual fit not that they choose you this lets your mutual fit now tactic number four identify the leader in the room so we're moving beyond just tactics cryptic with scripts here script occult scripts here you need to identify the difference between the boss and who is actually the leader because this is quite and this is we're actually live and physical meetings to really come into their own it's very difficult to replace these or video meetings at least because even if your connection is the CEO you need to make sure that they are actually the leader that they are the person in the room who can actually close the deal and who will be able to execute and you can tell us in physical meetings by looking at where they swear people sit were relevant to each other how they hold their fingers how they hold their hands how they look at each other and kissing you look people cannot help revealing when they feel contempt when they feel impatience whenever here [Music] is not the leader a brilliant and the armor has opened up for you to penetrate and probe now looping fact on what we've always talked about an expert prophet engineer looking for change you're probably involved in change your load a new supplier there's a new owner there's a new market their lease almost all of shut-ins shoved a new iPad's on their group to sales people instead of laptops you're looking for to help them go from non growth to growth from red to black from a small profit margin to a large profit margin you're looking at a cultural change of some kind probably now these are all leadership issues so you need to talk to the leader who can make the decision to bring you on board at a higher level yes that means a big deal this is key for both in person and online meetings and I do recommend some live meetings when possible as there is no replacing live meetings for really practicing how you read people this is all about reading people and understanding the group dynamics and the psychology surrounding this tactic number five never sends a proposal you must always always attach your price to value and you present it on the back of value no even so the thing is that a lot of life science companies they're simply used to a situation where they look at consultants or suppliers as someone that can kind of boss around and they're often just not used to a really great sales process they just simply aren't so you need to show leadership here you tell them how this is your house your rules this is how it works so you have and then again this is where you have to have absolute conviction in that you can help them and that you are amazing for them that you will make a difference and when you have that conviction it just makes you so much higher you must never think that you are lower than them you never want to put yourself in a position where we'll let you know never say ask you for a proposal you get the leader in the room and you have a discussion with them first and then you have you present your price there you have the fire in the eyes that the time is right as we talked about through the expert profit engine methodology you must maintain your status so you present so opening up for bigger better deals does require patience in this never just send a proposal into the wild when we present to someone who is cold and has not yet bought into you so if all of these five taxes coming sound interesting to you I am very happy to come in and do a free sales audit where we will look at how you open your deals in your life science business and I'm pretty sure that we can fix some really great quick wins for you if this sounds interesting to you click the link right below this video and we will get your sales poppin through the roof