Podcast episode
Push Your Prospects Away To Sell More Deals
30 Minutes to President's Club8 Sept 20236 min
Description
Watch in full vibrant color: https://bit.ly/3Em7hUz 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast. 30MPC Training: 30mpc.com/training
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where this is super effective is after you've given a presentation or a demo of your product or service. And so if you imagine a world where you just gave a presentation to three people at your prospect's company and there was one person where you sort of got a funny feeling from, they were either super quiet and didn't say anything or they seemed sort of skeptical about “You should address that.” point of contact or your champion after that presentation, call it out. And you might say something like, you know, David, it seemed like Emma was sort of skeptical about whether or not this might actually be able to help you guys. And I don't know if you've talked with her, but I'm wondering, do you feel like she might have a point? Again, one of two outcomes here. Either he's like, yes, she does have a point. This might not be a fit because of these reasons. That's a good thing.
Dave, you've shared that this is almost twice as expensive as what you're using right now. And I get there are some issues with your current product, but that seems like a pretty big jump. I mean, how are you feeling? Boom. Now, one of two things happens. Dave is either, hey, you know what? You're right, man. Like there's no way we're going to get this in the budget. Cool. I can either “Maybe there's some levers I can pull to change the pricing or make sure” this gets done. Or I might decide that I should walk from the deal and go focus on other deals. That information is my ally. Now, the other outcome here is Dave is like, yeah, I know this is more expensive, but we have a serious problem and we're OK spending to solve it. Boom. Information is my friend in this scenario, and I get it when I go for the truth. So the moral of all of this is if
I get there are some issues with your current product, but that seems like a pretty big jump. I mean, how are you feeling? Boom. Now, one of two things happens. Dave is either, hey, you know what? You're right, man. Like there's no way we're going to get this in the budget. Cool. I can either address that concern. Maybe there's some levers I can pull to change the pricing or make sure “this gets done. Or I might decide that I should walk from the deal and go focus on other deals.” That information is my ally. Now, the other outcome here is Dave is like, yeah, I know this is more expensive, but we have a serious problem and we're OK spending to solve it. Boom. Information is my friend in this scenario, and I get it when I go for the truth. So the moral of all of this is if