Podcast episode
Executive Sales Masterclass: Close Big Deals At Power (Step-by-Step)
30 Minutes to President's Club17 Feb 202633 min
Description
Close Complex Enterprise Deals by Selling the Problem, Not the Product Jen Allen-Knuth breaks down how to win executive deals by anchoring every conversation to a strategic objective and building urgency around cost of inaction. Prospect into the C-suite with a 4-step structure: objective → problem hypothesis → status quo → insight (not a pitch). Run discovery around objectives, obstacles, current approach, and negative consequences—then close with “Is this worth solving?” and “Is this worth solving now?” Multithread by aligning on a one-page problem statement, ghostwriting the buying group invite, surfacing deal friction early, and facilitating consensus in the room. These Courses Will Get You to President’s Club: 🏋 30MPC Training: 30mpc.com/training👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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of all of these things that could potentially go wrong that would be their fault. So that leader is now thinking about of all of these things that could go wrong, what are the things that will actually present the greatest risk? And so they start prioritizing this. So the word or “the phrase that I use to describe this is cost of inaction. If I let this risk continue, what” negative consequence does that create for my team and this business and our ability to achieve those objectives? Now that list then becomes much shorter, not because the problems on that list are not important. The ones that don't make the cut, they are, but there's trade-offs they have to make. We can't solve for every problem. And so now the executive has a much shorter list.
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