Date: 12 December 2001.
The INVU Way (How to ensure sales are won with maximum efficiency)
Before you engage in any sales opportunity do not forget the following:
1. The sales game is a “game of inches”. Every little thing you do will make
the difference between you winning the sale or losing it.
2. The sales game is also a “numbers game”.
3. Successful selling is about following a successful method.
4. Your potential customer must feel that you are entirely confident about the
product you are selling, this comes with practical experience. The very
best way to gain this is to actually use the product in your daily activities.
All partners receive an “in house” use copy as part of their sign up fee.
5. Always remember, to know one thing about your customer is ten times
more important than knowing one thing about your product.
6. If you have attended our sales training you will be in the top 10% of all
sales people selling document management, in other words 9 out of 10
sales people are not as good as you are.
7. You are selling the world beating INVU system, which has sold over 5,500
seats in the past 14 months, so what you are doing today has been done
on many occasions successfully in the past.
8. You are an expensive resource and you are paid to make money for your
9. Sales visits are about winning sales never about proving how well you
have mastered your product or simply winning friends.
10. In all things remember the rule of the “four p’s”… Preparation, Prevents,
Remember you are the best and should approach all sales cycles as if you
deserve to win the sale. You should put your mind and your every action in the
most positive state as possible.
Your prospect must and will respect you but only if you show that you deserve
You are not going to talk to you prospect from a position of weakness.
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The Initial Contact
The initial contact will be as a result of a mailshot, e-mail shot, exhibition or
advert. It follows that in the majority of occasions this first will be a telephone
Write a list of what your aims are before the conversation takes place and tick
them off as you cover the points listed (use one line per aim so that you don’t
forget any of the points). In other words prepare for the conversation beforehand.
Depending on the initial conversation your prime aims are to:
1) Ensure the potential prospect has the need for INVU and the ability to
purchase a system. You would be well advised to ensure you quickly read the
“Spotting the opportunity “ document before you start. If he does not have the
ability find someone who does. Don’t forget the market is massive, every day
at least one company will be thinking about whether document management
is important to them. For “has the need” you could read, “You are able to
convince him of the need”.
2) Ensure that the prospect feels that you are going to bring real value to his
company. Real value is where you are offering to supply a solution, which will
really assist his business…. allowing him to “make decisions based on fact”.
3) Ensure that the prospect fully understands how you treat INVU sales
opportunities. “This is how we do it” - “the INVU way” this needs to be
presented, as “we are a very successful player in this market because we
work in a professional manner”. The prospect needs to understand both you
and he share the benefit of working this way. The INVU way is the only
sensible approach for the prospect to take, “surely your other suppliers
approach prospects in this way?” This “way” would have already been
explained to him during the initial conversation but never forget to re
emphasise this point.
4) Find out as much as you can about how he feels about document
management, what is the business need making him look at document
management and how is he going to decide if document management is
going to be purchased or not. You need to understand exactly what process
he is going to use.
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Depending on this initial meeting you will need to decide if the prospect is a
“Level One” or “Level Two” prospect. The actions for the two potential prospects
i) A “Level One” prospect is one where the decision process is likely to
be very rapid and the decision is down to one person. E.g. a 1 –20
ii) A “Level Two” prospect is one where the decision process is likely to
be somewhat slower and the eventual decision will be the result of a
group meeting, e.g. a large company or almost any situation where the
number of seats may be greater than 30.
In the case of a “Level One” prospect: Ensure that you make an appointment for
a 2-½ hour presentations with him on a particular date. You must ensure that
your prospect knows that this is the only presentation you will be doing.
Remember the “excitement / desire to buy over time graph” and so be as direct
as you can that “if you are happy we would expect that you would sign the order
on the day”. The final part of this process is the document entitled “INVU
Purchase Order courtesy of Linden House”. Don’t forget we have partners who
sign 25% of all sales “on the day”. You shouldn’t ask, “Why would he sign on the
day” but “why wouldn’t he”. Logically once you leave the site without the order
being signed you need to ask “what am I going to do that will make the client
more likely to sign now I have left”.
In the case of a “Level Two” prospect: Ensure that you make an appointment for
a 45 minutes “chat” with him on a particular date. He must be very clear that you
never carry out a full presentation without this meeting. You must be very firm
about this, remember the “excitement / desire to buy over time graph”
Regardless of the level of the prospect you need to follow up the initial contact
with a letter detailing all key points that have been discussed. This is NOT a letter
to confirm the next action but a letter to confirm all actions and key items
At the very least the letter should detail “The INVU way”.
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ROUTE FORWARD IN THE CASE OF A “LEVEL
The Face To Face Meeting
This meeting will be a result of the initial contact. It is very likely to be at the
Your aims are:
a) To collect as much information about your prospects perceived needs as
possible. You must engage the prospect and make sure that he believes
that you are interested in everything he says. You are trying to understand
his problems and needs. You need to know his problems so that you can
take his perception of his needs and adjust them towards what you are
b) To make him well aware of why Document Management is important (use
“the INVU difference” graphs”).
c) To ensure he comprehends why your company is best served to supply
d) Ensure that he knows that the next step as far as you are concerned is a
full presentation to at least 4 members of his team. This presentation is not
freely available. Your time is valuable and you only carry out presentations
when you think you have a very good chance of winning the deal. Do not
fall into the trap of going to the trouble of presenting your wares only to
find he expects to place the order in 6 months. If this is the case set the
presentation date much nearer the envisaged order placement date.
e) For you to collect from him the following:
i) If you are one of many potential suppliers how is he going to rate the
suppliers? If well organised he will have some form of rating system. Of
course you want to ensure you leave with a copy of this scheme. This
is relatively simple since you can ask him to explain the document to
you. This is a golden opportunity for you to alter his beliefs so they
match your sales proposition.
ii) How does he think the eventual purchase will be scheduled, in short
what are the events that will need to take place before he orders and in
what order do they occur.
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f) If everything adds up in your mind to a likely sales opportunity you then
i) Agree a presentation date, which should always be AFTER any
presentation from the competition.
ii) Agree who will attend, their names and titles and what part of the
decision process they affect. Maybe you can invite them to the meeting
or at the very least ask if you can “send them some information
iii) Ensure that you agree the minimum 2 ½ hours required to present your
iv) Agree a time and date for a conversation that you will have with the
prospect after the presentation.
v) Agree the date of the prospects meeting, which is bound to happen
after all the potential suppliers have presented
Again follow up the meeting with a letter details all the key points.
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See what else you can find out using all available sources of information
including the web and of course by speaking to anyone at the company (e.g. the
receptionist). At the very least find out:
i) The number of employees (Likely number of seats).
ii) The Turnover.
iii) What they actually do / make
iv) Who their competition is.
v) Do they have an Intranet (i200)?
Also talk to your INVU BDM to see what they can do to help.
Ensure you have:
1) Adequate presentation material (copy example quotes, user stories,
brochures, copy of your PowerPoint printed out)
2) A large screen or preferably a projector
3) A “nobo” board or whiteboard.
4) Carried out a quick dry run of your equipment
5) Allowed sufficient time to ensure that arrive on time.
If you find that your presentation time has been “unavoidably” reduced do not
carry out the presentation.
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After the meeting
Ensure you call at the pre-arranged time to get feedback from the prospect.
It is essential that any questions that remained unanswered at the presentation
have been answered within 24 hours of the presentation.
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By now you should have collected all the information required in terms of what
the prospect’s problems are and should have ensured that you are at all times re
confirming how your solution will meet those needs.
You can employ a number of techniques including the one detailed in “how to sell
a pilot”. Listed below are a number of other things to think about but regardless of
the technique you should use all your imagination and look for all the angles to
ensure you win the sale.
Don’t forget you could:
1) Use the “does an electronic filing system pay off” Excel chart to prove a rapid
return on investment (ROI).
2) You could suggest leasing, but ensure you have the facts to hand. Don’t say,
“have you thought about leasing” you should be much more positive “the
solution you want will cost £127.40 per month”.
3) If you combine (1) and (2) you will be able to demonstrate that the ROI is
always greater than the payments being made.
4) Suggest that you attend his “decision meeting”. You don’t have to be at the
actual meeting but if you are on hand you will be ideally positioned to assist.
Many a sale has been lost because “we decided that since your product does
not xxxxxx, so we placed the business elsewhere”. Being “on site” increases
the chance that they might ask /confirm before making a decision.
5) Suggest that if a the client has to write a business case you could maybe help
(a) Checking his case before he submits it
(b) Actually “boiler plate” it for him
6) Use your INVU’s Business Development Manager to conveniently drop in
before the final decision is made. The visits can often yield important
information, which may make the difference.
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ROUTE FORWARD IN THE CASE OF A “LEVEL
1) Read the “Route Forward In The Case Of A “Level Two” Prospect” section
earlier in this document. A large part of this needs to be squashed in to the
2) Ensure that you present the INVU PowerPoint and product, as you have been
shown in the sales training.
3) Detail why the product will meet his requirements.
4) “Go for closure”….. See the INVU Purchase Order courtesy of Linden House.
The final part of this process is the document entitled “INVU Purchase Order
courtesy of Linden House”. Don’t forget we have partners who sign 25% of all
sales “on the day”. You shouldn’t ask, “Why would he sign on the day” but
“why wouldn’t he”. Logically when you leave the site without the order being
signed you need to ask “what am I going to do that will make the client more
likely to sign now that I have left”.
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