Podcast episode
How To Win Complete Control of Your Deals (Dan Flood, Challenger)
30 Minutes to President's Club29 Oct 202435 min
Description
ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust. Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options. DAN'S PATH TO PRESIDENTS CLUB: Senior Vice President of Global Sales @ Challenger VP of Sales, Account Management @ Challenger VP of Sales, Major Accounts @ Challenger Managing Vice President, Sales & Community @ Evanta RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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You have to understand what's important to a prospect as they're evaluating a tool or what problem they're trying to solve. But it's your job as a seller to tell them that a custom demo is a better route than a POC, for example. And then lastly, number four, whenever you get the sense that someone's trying to throw unnecessary steps in your deal cycle, “always ask them the question behind their request, which is, what are you trying to learn through that POC?” Or what are you trying to learn through your 17 reference calls? And usually you will find that there is another way to learn that thing. Alrighty, Nick, how can people help us out here? So in this episode, we talked about the concept of a redline deadline, which is one of the best ways to control the legal and finance review, the vendor review period of your deals,
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