Podcast episode
Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
30 Minutes to President's Club25 Aug 202125 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Avoid no-decisions by focusing on the impact of inaction to drive a business case. * Always know the next steps (value) for every deal in your pipe + the result once you provide it. * Establish the agenda for your next meeting at the end of your current meeting. * Double down on the high priority items in an RFP and put the other questions on the backburner. ====================== Andy’s Path to President’s Club: * Host of Sales Enablement Podcast * Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". * Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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10, if you just reach out to the team that's submitting the RFP and say like, hey, I had some questions about your questions so that I answered them correctly, they will almost always jump on a call. And then you're on a discovery call. And then you can know where to hit super hard in the RFP versus where you can say like, hey, no, we don't have that, but that doesn't matter to you. And “here's why it doesn't matter to you or 10 other customers that we have as well.” Andy, this has been phenomenal. I've got a page and a half of notes here. So thank you for all that. But we've talked about a lot of really good things that salespeople can incorporate into their sales conversations. And now I want to flip that on its head. So I want to ask you about a bad habit. So my last question for you is what's one bad habit that you see a
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