Podcast episode
How to keep your demos interactive to navigate directly into your winning zones (Cory Bray, Managing Director @ ClozeLoop)
30 Minutes to President's Club22 Dec 202130 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. * Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. * Keep your demo’s interactive by asking the prospect what jumps out to them right away. * Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions) ====================== Cory’s Path to President’s Club: * Managing Director @ ClozeLoop * Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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“Who are the personas we sell to? How do we win? And if we want to go deeper on that, what do they do every day? What's their job to be done? And what's the pain that we solve for them? And what are some customer stories that we've got to support that?” So, if we understand that winning zone through each of those dimensions, one, we prioritize our time. So, we're working deals that we're going to win. And second of all, when we're in these conversations, we know what questions to ask, because all this stuff does, it just informs what questions we ask.
like I'm taking this call because. Yeah, totally. Well, one approach, if you want to just narrow it down, if you solve a very specific set of pain points, you can say something like, look, Armand, there's only three reasons CFOs work with us. They're either struggling with this, they're concerned about this, or they're anxious about “Are any of those relevant to you?” to pain. And then you can dig into that pain a little bit more if you need to. But that's the idea of really knowing your winning zone. Where do you win against the competitors in the market with the personas? And what pain points do you solve with high impact
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