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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are things like, I think this sounds great. I should be able to get approval on this. I definitely want to do this. Getting strict signatures should be pretty straightforward, right? When someone says, Oh, I'm the decision maker or I'm the budget holder. To me, that actually says that they don't really understand how decisions are made at their organization. “And that's a major red flag.” If someone thinks they are the decision maker, because there's no such thing as the decision maker in enterprise selling these days, the decisions are made by committee. Contrast that with people that are actually able to drive decisions to completion. These would be people that respond to.
Tell us where we got it wrong. Sometimes you might get them to say, that's mostly right, but here's this thing. Or they might say, that's actually kind of spot on. So you're right on point. But that suggestion is a very powerful tool. I want to dig back in on teaching them how to buy as part of uber-controlling the buying process. “So you can one, challenge the hypothesis on the problem, but then two, you can also challenge how they're going to justify or position it to the rest of the org.” What are you listening for when a champion is not going to justify it the right way? And then how do you correct them to do it the right way? Let's say we have someone that is a point of contact in one of our clients or prospective clients, and they're going to take our proposal to their CFO. It actually can be especially dangerous with existing clients.