Written by: Andy Neal
6/29/2010 8:33 AM 

I was on a sales call yesterday closing what I thought was a slam dunk Microsoft Dynamics CRM deal. One of our approaches is that we need a plan in place in order to provide professional services instead of just giving them the keys to the car with no guidance.

In our K4 Sales Training - Know Yourself we leverage Psycho-Geometrics where we quickly ascertain a prospects communication style. In this case we were presenting to a strong Triangle.  Triangles are typically "A Type" personalities that would take out a 2nd mortgage on their house to support an entrepreneurial endeavor. It might be difficult to push an idea with a Triangle as they have already made up their minds before you share all of the information.

In this case a CRM plan was a waste of time and money. Even though we know that you increase your ROI and chances for end user adoption with processes outlined and re-engineered to leverage the technology as the great enabler.

In this instance know we were communicating with a Triangle I had to change my communication style and not push the idea but find an example or another way to present the solution.

The approach we took was to ask what would be their expectations go live day 1 to achieve? What processes did you want the system to help manage and improve? Could you provide us with some detailed documented processes flows and sales plans so we can simply configure the system to work the way you do in your business?

The prospect then quickly understood that we simply needed more information and wanted a second meeting to review a high level CRM needs assessment.  We didn't close, but we moved the process one step closer and found that altering our communication approach with the Triangle increased our chances of CRM sales success.

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