Podcast episode
Be Upfront With Discovery | Mark Nietzel | 30MPC Hall of Fame
30 Minutes to President's Club21 Apr 202537 min
Description
ACTIONABLE TAKEAWAYS: Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo. Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time. Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust. MARK'S PATH TO PRESIDENTS CLUB: Commercial Sales Manager @ Procore Sales Manager, Emerging @ Procore Enterprise Account Executive @ Procore Senior Account Executive, Mid-Market @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Michelle Cecil Episode 30MPC Training: 30mpc.com/training
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before he gets into that harbor tour. He tells him what he's going to show him. He shows him and then he tells him what he showed them and anchors back to that outcome. So don't be afraid to set multiple agendas when you have a meeting that runs in that manner. Actually moving backwards for number two, in order to figure out what he's going to “his job in the beginning is to figure out one problem or use case that” he could show to the prospects. And then he dangles the carrot and says, hey, I'm going to show you how to solve that problem of you pouring concrete at the wrong job site and having to go buy more. Could you give me two or three other use cases or problems you're looking to solve? So I have some more stuff to show you. I will show you exactly how we solve those things.
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