Tested In the Field

Jeff Hatten
2WIN!® Global Instructor and Sales Representative
My Favorite 2WIN! Moment

I have taught many 2WIN! workshops and always have been so pleased to see how people react to the 2WIN! techniques.  But, my favorite 2WIN! moment doesn't come from the classroom, it comes from the field, shortly after I went through the 2WIN! training myself as a student.

Up until the 2WIN! training, I had been successful at selling and demonstrating software, but I hadn't really won the BIG deal yet.  Soon after taking the class though, I underwent a transformation that changed the track of my career.

About 30 days after the 2WIN! training, I had a big sales opportunity and this time I approached it differently than I had in the past.  I did a much better job of discovery ahead of the demo.  I was much more effective at linking the value of our solution to my prospect's goals and initiatives.  It came down to doing a much better job of differentiating our solution from our competition (which was quite formidable).

After the demo was over, the executives came up to me and provided great feedback about how well the solution met their needs.  The deal closed quickly and many more followed.

I tell this story in the workshops I teach, and I love to watch how seasoned sales and pre-sales people embrace the 2WIN! skills and strategies like I did when I was in their shoes.

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