Podcast episode
Nailing the tone of your discovery (Marcus Chan, Venli Consulting)
30 Minutes to President's Club9 Feb 202237 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Roleplay the worst case scenario over and over again until you feel confidence. Reference a similar company that you work with in early-stage voicemails. Keep it cool when you jump on a call with an executive. Over-structure is the enemy. Use why questions to understand the intent behind the priorities. PATH TO PRESIDENT’S CLUB President of Venli Consulting Creator of the 6-Figure Sales Academy Founding member at RevGenius Member of the Forbes Business Council Salesforce Top Sales Influencer to Follow RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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the blue and you call me out of the blue, but do you have some time to chat about it right now for five or 10 minutes? And at that point they have a decision to make. And usually their resistance is down. So they're like, sure. Or they say, Oh, I'm actually kind of busy right now, but you know, maybe in a couple of weeks. Great. And that point now you can just pull your calendar up “and you book them into your calendar. And because again, the resistance is down,” they're still drastically more open to that conversation. As long as your tonality is spot on and you're casual with your approach. Well, what you're doing here is really smart because one of the things that we know about selling is sometimes you got to demonstrate a little bit of social proof. And sometimes when I'm emailing Arman's company, I might mention in that email,
Okay. You got me to call you back. They kind of laugh a little bit. Like, yeah, yeah, yeah. Yeah. But you know, I'm, you know, you're, you're funny, Marcus, but, uh, you know, we're, we're, we're actually totally good, man. We already have this vendor. We've used them for a number of years. I say, cool. That's fantastic. That makes a lot of sense. Cause you are Visa. You are Pepsi. You are whomever. “So if you don't mind me asking, who are you guys currently using?” That's it. So I opened up a little bit of the conversation. Oh, you've been using company X for whatever I'm selling. Oh, that's great. I've heard amazing things about them. I have nothing but good things to say about them. And then depending on the angle I want to go, it might be like, Hey, so we actually have a few different solutions that can really compliment really nicely.
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