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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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
welder shortage is making it harder to hire and retain welders. Do I know that that's probably hard? Yeah, but I'm still not going to frame it that way because we don't want to rub someone the wrong way by showing up to their house and pointing out of their, all of their ugly spots. So this intention here is to take that objective in the first line and connect “it to a problem that I think they might have.” Now, the third step or the third part of the email is instead of going to, well, we help companies do this, this, and this, which is just a pitch. It's an advertisement. We're not going to be the hero. We're going to point to another customer who is up against something similar. So I could say something like another company was up against the same problem