Podcast episode
Sales Roleplay: How To Earn an Executive’s Respect in 30 Minutes
30 Minutes to President's Club3 Feb 202631 min
Description
Armand Farrokh and Jen Allen‑Knuth walk through a realistic, unscripted discovery conversation with a senior university security leader. Jen demonstrates a 7-step executive discovery framework, from establishing credibility and anchoring to strategic objectives, to reframing the status quo and closing for next steps, while Armand plays a skeptical, budget-constrained prospect. The video pauses after each step to break down why each question is asked, how to control executive conversations, and how to advance big deals without pitching too early. Ideal for sellers who want to run confident, insight-driven discovery with senior decision-makers. 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/4cQYaM8 🛠️ 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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and I actually kind of wanted to push on that and say there's another priority that you might have seen somewhere else that is a little bit more what I care about, and if Jen just kept hammering me on some of the original things, I would have felt like she's not listening to me, but then she clearly makes a pivot “to understand more about our budgetary constraints.” So that finishes step two. Let's go to step three, which is a problem hypothesis. So then when I was looking at it, it looks like when you're looking to protect the campus today, there's a combination of fixed cameras, right? It seemed like there was a recent investment that was made to kind of establish cameras
Notice I didn't get into pitching mode. I positioned it more as an idea. Like here's an idea another university is tackling, which is we don't have to have a fixed camera in place. There's a different way to think about camera monitoring. But I'm not then going into a deep pitch about it, because at this place, I'm still just testing the waters. “And so if you notice his reaction was a bit like, didn't know that was an option, that's an ideal state, I think, to be looking at at this point in discovery, which is just opening up the executive's eyes to new ways of thinking about solving existing problems.” All right, so we've empathized with the status quo, and now it's time to move to the high impact close. Let me just pause for a second. I've really been enjoying the conversation. I hope you have, too. Based on what we've covered so far, I'm going to ask you two questions, actually.
So here's what I'm thinking. Why don't we schedule time for Friday? And what we'll do on Friday is I'll walk you through how Penn State shifted from what they used to do to increase security to what they do now. If you like what you're hearing and you're interested to explore more, then we can shift and talk about exactly what the solution is “and how much it costs and all the things I'm sure you're wondering.” But first and foremost, why don't we use our time that way? And then you can decide if this is even something worth going down the path of. And if it's not, by the way, you can shoot me straight and you can tell me to cut bait. That's all good. I know there's a ton of stuff that you have to plan for come planning season. But maybe that way you can evaluate even if this is something worth looking into. Cool. Sure. Well, that was easy. There you go.
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