Case Study: How to Remove the “We’re too busy to implement new software” objection.

Prospect speaking with the Salesperson post demo, “We love your software, but this isn’t a good time to implement it. Let’s talk in a few months.” Argh. 

This was happening with a current SalesNv Client until we added the following to their demo talk track: 

Let’s talk about implementation. [smile] You'll never start a Monday and think, "This would be a great week for implementing a ________ Platform." Because you're busy!  

However, every month you continue the status quo, your team will continue to be seen as a reactive request fulfillment center versus a proactive revenue growth partner to the business.  

Fortunately, unlike most _________ Platform vendors, we get you up and running in a month.

You do some heavy lifting during month one. We may need you for 6 to 8 hours per week, but then [product name] works like a flywheel, spinning off customer advocacy.  

Once you sign on, I will lead a Success Plan meeting. We document your goals for success. We define your utopian vision of what your day will be like when you're up and running on [product name]. 

Then we schedule a Kickoff Meeting with our Customer Success team. Before the meeting, I'll brief our team on your situation and vision, so everyone's up to speed. 

During the Kickoff meeting, we’ll gain consensus on a realistic plan for implementation. We understand you still have your job to do, so we schedule a series of meetings that can fit within your workweek. 

We also help you prioritize what functionality to use first. We break the implementation into phases, starting with the initiatives that will have the most impact. We don’t give you the keys to the car without teaching you to drive. 

We guide you on who from your company needs to be involved, and when we need their involvement.

Our team consists of expert project planners. They keep you on schedule and adjust accordingly if the schedule has to morph. They conclude meetings with clarity on who’ll do what, and by when. They begin meetings with a review of where you are on the implementation schedule. 

We facilitate your implementation with an online tool called Arrows. Arrows gives you visibility into your implementation progress. You'll always know whether you're on schedule, ahead of schedule, or if we need to reset expectations on when your customer advocacy flywheel will start spinning.  

Should you miss a meeting or want a refresher on an assignment, you'll have access to video tutorials.  

Based on this Implementation plan, what are your thoughts? Are you okay with starting in two weeks?