Podcast episode
Hall of Fame: Will Padilla
30 Minutes to President's Club15 Jul 202428 min
Description
FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Inveterate Sr. Account Executive @ GRIN Business Development Representative @ Connect Search, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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When that date marker hits a week, check back and see if they've accepted your connection. Good chance they did. Once they do, you're going to want to send a video. By sending the video, you'll say a script that goes something like this. This is what I have my reps do. Hi, so-and-so, I see you're at XYZ brand, this title. “I actually made you a quick video under 60 seconds how we're helping similar job titles from similar competitor brands accomplish X, save time on Y, and get rid of Z.” Would love your thoughts in this quick 60-second video. Hope to hear from you soon. Beautiful. What's number two? Tip number two, basically, it's going to be to never negotiate via email. This is a quick one, and this is for all the sellers to understand that we're humans too, and when a prospect or a buyer says jump, you don't have to say how high.
Very nice. Round us out, Will. What's number three? Number three would be to tag team with your account executive. In the SaaS model, it's broken up as an SDR and an AE model. Basically, I utilize my BDR's one-hour sessions where I have her bring her top five prospects per week that she has not yet been able to get in touch with. “I'll help her out kind of as this third voice.” They might be used to hearing her voice or his voice, but they're not used to hearing mine. I'll say, great, Laura. I'm going to go ahead and call them on this meeting. I'll call, and the call goes something like this. Hi, this is Will from so-and-so. I work very closely with Laura. We've been trying to get in touch with you about X, Y, and Z.
I'll help her out kind of as this third voice. They might be used to hearing her voice or his voice, but they're not used to hearing mine. I'll say, great, Laura. I'm going to go ahead and call them on this meeting. I'll call, and the call goes something like this. “Hi, this is Will from so-and-so. I work very closely with Laura.” We've been trying to get in touch with you about X, Y, and Z. We've actually sent you an email about how we're helping similar brand in your space accomplish X, save time on Y, and eliminate Z. Again, this is Will from so-and-so. No need to give me a call back here. Laura is actually going to send you an email right now with the subject line.
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