CS 027: How To Plant A Seed Of Doubt In Your Prospects Mind

Hey, welcome back to the Cloud Secrets Podcast. I'm Marcel Martens, and I'm just going to tell you how my sales meeting went after the theme song. So, talk to you in a bit.

So, I just finished my sales meeting two days ago after I sent mail merge to the fellow sponsors. I got a quick response, and so I wrote, give him a phone call. He was talking about... Well they already use Office 365 Business Premium, which is great. They were at the point of migrating all their data to SharePoint OneDrive so they could phase out their local server that's obsolete, it's old and they just want to get rid of it, so time for new things.

On that phone call he was talking about it, The only thing I did was when he told me, "Yeah, we already use Office 365, and we're at the point of moving our data to SharePoint." The only thing I said to him was, "Are you sure?" And then I shut up intentionally. Just let the man think. And after a few seconds, maybe five to 10 seconds, he asked me, "Eh, why?" I said, "Okay, did you try it?" "No."

Okay. They're in the coffee business, so before I called him, he also suggest to me perhaps it's just easier to talk over this while drinking cup of coffee. I told him well, my schedule was pretty filled up, so I rather talk to him on the phone. And that's where I check if... I don't want to spend my time on people I know for sure that they aren't going to become a customer, so I just want to go and spend my time with a one-on-one sales when I'm having a positive chance of welcoming a new customer. So, in the first stage I only do phone call and then when they are interested we can set up a sales meeting, and I'll go over it with them.

So, that's where I hooked in on the offer he made. I said, "Okay, well if you're interested, I would love to explain everything to you and I would like to use your offer to drink a cup of coffee so we've got a time to go over it." And that's what I did today. So I showed him everything. He said, "Okay, well I understand what you do." After the meeting he told me, "Okay, I understand what you do. I can see value there. So, how quickly can you make me an offer?" I said, "I'll make some time and I'll make sure you get the offer today." So he can decide if he wants to continue with his current provider or he wants to switch to us.

Hopefully he switch to us but I will keep you posted. For now I just wanted to share how the meeting went, and my opinion, it went great. Don't know for sure yet if he is going to choose our solution, but I sure as hell hope so. So that's it for now until the time... Well, by the time you hear this, I'll probably know if he signed up, yes or no. But, I will keep you posted and let you know, so. For now I wish you all the best and talk to you next time. Bye bye, Marcel Martens.