In this page
Discovering needs
In this chapter
Build rapport
While engaging with a new lead, you may want first to take time to build rapport and connect with this person. Get to know each other with small talk. You can keep the conversation going around FORM topics:
- F for family
- O for occupation
- R for recreation
- M for miscellaneous
For this, open ended questions can be used such as “What do you think of the market today?” or “What do you like to do in your free time?”. Try to identify something you have in common with the lead, such as hobbies, working experience, vacations, or other values and activities By doing this, you will be able to create a friendly atmosphere and show real interest in the person that naturally leads to the discovery discussion you want to have.
Ask discovery questions
At some point, you may gently switch the conversation by asking discovery questions.
These encourage the lead to talk about what he or she is doing with drones and/or other surveying methods, and they help you understand what his or her needs are.
Depending on where your conversation is at the point of switching, discovery questions can be general - if you are not yet on the topic - such as “What does your technology stack look like today?”. Or - if you are already on the topic of drones - about projects flown with drones such as “How many of your flights fall into the ‘large’ flights category?”. You can also move the conversation into drone operations, asking “How are you dealing with projects offering limited spaces for take off and landing?”. Or you can directly move into their ultimate needs with “What are the mapping outputs you are looking to produce?”
Sell on values
At some point, if the lead is qualified, the conversation will naturally open up opportunities to talk about the benefits of WingtraOne that address the needs they have mentioned. And this will serve your goal to sell on values, and not on features only.
By nurturing consideration for your product based on the benefits it will bring for the lead’s projects, you help them understand for themselves the relevance of your solution.
With these grounds you’ve set up, you provide yourself with a chance to transform this conversation into a real business opportunity
Identifying opportunities
In this chapter
How to identify opportunities?
How to identify opportunities?
The answers to your discovery questions will help you understand your lead’s needs
And with a qualified lead, these expressed needs will open opportunities you can catch and address with the relevant talking points that nurture deeper consideration for your product. Here we’ve shared with you talking points that address the most common needs expressed by WingtraOne users.
For each opportunity that can come up while talking with a lead, there is additional content from Wingtra’s website to back the talking points. You can use these during your conversation, or in a follow-up message.
On drone user
On multirotor user
On fixed-wing user
Handling objections
In this chapter
How to handle objections?
Even though you are nailing it with the right talking points to address the expressed needs, the lead might raise objections before making a buying decision. Here we have listed the most common objections we’ve seen from drone users.
This should help you handle them efficiently with the right counter responses and the related content to back them up.
Counter responses
Using sales plays
In this chapter
When to use sales plays?
In order to help you to back the given talking points, we have also prepared our best sales plays.
These sales plays are cards you may want to use with a strong identified need to really convince the lead about the solution you are proposing.
This way, you double down the key talking points by enabling the lead to experience by themselves the resulting benefits. From our experience, the best sales plays are:
- Online demo play
- Demo as a service play
- Labor costs calculator
To know how to use each sales play, you can simply read the instructions. Each play is structured with 4 sections:
- What to achieve
- How to achieve it
- Relevant content
- Talking points to use during the play
Online demo play
Demo as a service play
Labor costs calculator play
Qualifying a lead
In this chapter
How to qualify a lead?
BANT is a sales qualification methodology that lets you determine whether a lead is a good fit, and prioritize your time to focus on leads who have a higher chance of being closed. The qualification methodology is based on the lead’s budget, internal influence, need for the product, and purchase timeline.
Remember! BANT is not a to-do list you may want to fill through an interrogation. No one enjoys being quizzed!
To use BANT successfully, think of it as a concept lingering in the background of your discussions with leads. You need to check the criteria, and you want to do it naturally with people in a two-way dialogue. In fact, you should change your approach every time to fit the person and the conversation.
Let’s dive deeper into each qualification criteria:
- Budget: can your lead afford to buy your product or service?
- Authority: who makes the final decision to buy in the organization?
- Need: Does the solution you propose meet a need of your lead?
- Timeline: what is your lead’s timeline for buying?
Qualifying questions
The need is usually the first criteria you will validate with your lead. You do not want to lose your time with anyone not needing your product! To help you validate the other criteria, we have put together a list of questions you may want to ask:
Once you have validated two or three out of the four BANT criteria, you are ready to move the lead into the closing stage. Congrats and success!