Podcast episode
How to Build a Deal Closing Machine With Screenshot References | Krysten Conner
30 Minutes to President's Club29 Jan 202633 min
Description
How top sellers use customer proof to reduce risk, accelerate deals, and close with confidence featuring Krysten Conner’s real world framework for social proof, references, and late stage deal momentum. 🎙️ ACTIONABLE TAKEAWAYS: Screenshots beat polished proof: Raw texts, DMs, and unpolished customer messages feel real and instantly lower buyer risk. Use them in prospecting and late stage deals instead of overproduced case studies. Stop defaulting to reference calls: Reference calls are the highest effort option. First try screenshots, forwarded customer emails, tailored demos, or CSM intros to answer the real risk behind the ask. Prep references to tell the truth: The best reference includes a hiccup and how it was fixed. Perfect stories feel fake. Credible stories close deals. One thing to do right now: Spend 30 minutes pinging past customers you built relationships with. No ask. Just a check in. Build your reference list before you urgently need it. KRYSTEN’S PATH TO PRESIDENT’S CLUB: Doing 14X what anyone had done in her territory Being #1 in new logo acquisition on her team Achieving a 47.6% win rate Todd Caponi’s Negotiation Masterclass here 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
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
is far more valuable than what we say about our solution. And everything other customers have said helps decrease the risk that our buyers feel. So what's one way that we can do that? Super easy way is as you or folks on your team get texts from customers, DMs from customers “saying, this is amazing, or this is the ROI we're getting, or this was super easy.” Take those screenshots, save them in a folder, use them in a template, in an email, whether that's a... You can use it in prospecting email and you can use it at the end of your deal cycle to make people feel good about that this is a low-risk decision. So that's the first one. Take me to number two.
And so when would you use a screenshot like that in your sales cycle? Are you using that in like prospecting messaging or using it on discovery calls? When do you use that? So I think there's, you could use it during prospecting, but if we're talking about a deal “We want to reduce the risk in the customer's mind of like, does this thing actually work?” Right? Like, or like we talked about the last two kind of questions in the deal of, is this juice worth the squeeze? It's like, will this actually do what we are buying it to do? And this is another company saying, like, it was almost eerie how much you knew about me. Like, do you want your sales teams to get responses like that? Like the underlying
But it is so clear that like a customer is seeing value. This is not something marketing put together, right? Like this is not like made up stuff. Like this is a real thing. And so customers can see easily, Oh, people like me do things like this. People like me “get value from something like this. If I do this, I could be next having this kind of success.” So I would use the, I did use this towards the end of sales cycles. Whenever we're just wrapping things up and they're, they're, they're weighing out, they understand what we offer. They understand what it's going to cost. And they're like, ah, is it really worth it to do
put together, right? Like this is not like made up stuff. Like this is a real thing. And so customers can see easily, Oh, people like me do things like this. People like me get value from something like this. If I do this, I could be next having this kind of success. “So I would use the, I did use this towards the end of sales cycles. Whenever we're just” wrapping things up and they're, they're, they're weighing out, they understand what we offer. They understand what it's going to cost. And they're like, ah, is it really worth it to do this? Then we want to draw them back to like, this is the success that others have seen. It's reasonable for you to think you can have it. Let's go ahead and pull the trigger and not stop.
wrapping things up and they're, they're, they're weighing out, they understand what we offer. They understand what it's going to cost. And they're like, ah, is it really worth it to do this? Then we want to draw them back to like, this is the success that others have seen. It's reasonable for you to think you can have it. Let's go ahead and pull the trigger and not stop. “I think the piece of it not being polished is a lot more powerful than folks realize.” I remember about a year ago, I sell our sponsorships at 30 minutes to president's club at any time we are selling a sponsor deal to an advertiser. They want to understand like what sort of ROI might we expect? And I did all of this work aggregating all of this internal data
How do we take this from concept to reality? Am I comfortable in believing that this process will be smooth and repeatable? Question number four is, is the juice worth the squeeze? And I think a lot of salespeople look at that question through the lens of ROI on cash. “We spent $100,000 and this made us a million dollars.” But I think there's other things that go into the squeeze beyond just money. And I'm wondering if you can share some of the other investment factors that a customer is weighing when they're determining what they're putting into buying from you. Yeah, absolutely.