“Do an external dry run because that gives you the ability to really prove your value proposition and your hold story and normally you will get a lot of good feedback from your customer.” – Jan-Erik Jank & Tim Brömme in today’s Tip 519
Do you do a dry run?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jan & Tim. Jan is a Presales Manager at SAP and Tim is an Enterprise Solutions Consultant at Xactly. Both of them are in Germany and together they host the Sales Excellence Podcast. Here they are:
Jan-Erik Jank: Tim, when you’ve done the last dry run?
Tim Brömme: That’s an excellent question, Jan. In fact, I have one scheduled coming up next week, but maybe we should take a step back and talk about what the dry run is in the first place. Put yourself in a position that you have an important customer meeting coming up and of course, you want to put your best foot forward, and therefore good preparation and dry run is really a meeting before that actual meeting.
Jan-Erik Jank: And in fact, we would like to practice, right. We would like to go with the whole sales teams through the end to end presentation and demo flow to figure out if there is anything we could improve to do even better performance when we go onsite to our customer.
Tim Brömme: That’s right.
Jan-Erik Jank: But I heard that there could be some mistakes.
Tim Brömme: Yes. There are four common mistakes that we would like to highlight at this stage. First mistake is really obvious, not doing a dry run at all. Very common second mistake using the session and not being prepared. Right. Coming there, sledding the presentation around not really doing what you need to do. Thirdly, having a too late. Right. Of course, the session is there to provide feedback then in to incorporate that feedback. So doing it too late will not give you the chance to incorporate that. And fourthly focusing too much on software, as opposed to off the other things that you just talked about.
Jan-Erik Jank: And who should be on a trial run. I mean, of course, the salesperson and the presets person should be there, but feel free to invite colleagues who don’t know anything about the deal, because they can then step in and give their honest feedback to you. But also think about inviting the presets miniature or the state miniature as they also can give you valuable feedback. And finally, if you would like to go beyond your internal dry run, you should definitely ask the champion at your customer site or the people you are dealing with at your customer side, and also do an external dry run because that gives you the ability to really prove your value proposition and your hold story and normally you will get a lot of good feedback from your customer. You can then also incorporate it into your pitch.
Tim Brömme: Absolutely. And that’s dry runs for you. Best of success.
Scott Ingram: Now I even asked Tim and Jan how to pronounce their last names, but I knew I was going to butcher them. So you’ll find their complete names and links to their LinkedIn profiles and their Sales Excellence Podcast at DailySales.Tips/519.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!