Podcast episode
Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
30 Minutes to President's Club23 Feb 202231 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your demo with a round of intros + what each person wants to get out of the call. Recap stories and pain points from your disco before showing a related feature. Validate whether or not the feature you showed actually solves their problem. Justify the questions you ask to help lower the customer’s guard. PATH TO PRESIDENT’S CLUB Founder of FDTC (From Demo To Close) Former VP of Sales @ Okendo RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Hey Arman, so based on you wanting to leave HubSpot, it sounds like the real challenge for you, the number one challenge is X. Am I off there or did I get that right? And they'll say exactly. And so I know now that's the number one challenge. And if I want to find out if there are anything “else besides that challenge, what else are you dealing with that's causing you to look elsewhere?” If they say, oh, nothing else, that's it. Great. If they say, well, we have this and this and that. Okay. Out of those three things, would you still say that that first challenge is still priority for you or those other challenges are priority? And so I'm just using their information and repeating it back to them. And if I feel like I'm digging and if I'm interrogating,
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