My job is selling technology. Actually I'm more of a translator. I sell technology to other businesses and that's where things get weird. There is a bewildering array of tech out there and unfortunately many companies think technology sells itself and the value that the technology delivers should be obvious. Wrong. That's where I come in. I said I was a translator. My job is to translate techno babble into value that customers understand. This blog share my adventures with high tech sales. Selling high tech is fun so come join me on my sales journey!

Monday 23 July 2012

Purpose Outcome Structure Timing

Having a plan for sales meetings, before the actual meeting will improve your chances of success.

Winging it is not a good strategy. You really need to think in advance what is the Purpose of the meeting and what is the Outcome of the meeting.  You want the Purchase Order (PO) so think about the Purpose and the Outcome.

Be realistic about what can be achieved in the meeting.  Ideally think about what  the customer wants from the meeting - not just what you want. If you draw an analogy with dating - you might want sex on the first date but is it realistic?  Having a clear view on small incremental steps forward towards the end goal is important otherwise you can end up in a protracted Engagement and never get Married (get the sale) or worse still turn the sale off by being too pushy!

Using the POST (Purpose Outcome Structure Timing) tool will help you have more effective sales meetings.
Purpose - what is the reason for the meeting.  If it's a first meeting the purpose might be to introduce yourself and the company and what's in it for them. 

Outcome - the outcome from a first meeting might be to confirm there is an opportunity for what you are selling and agree to further meetings

Structure - might be a face-to-face informal meeting over a coffee

Timing - a 20 minute information sharing session.

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