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
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.
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.
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.
summary of what you do. Right. And it really just feels like a SWOT. And we all know that no one actually wants to see that email. And so what do you do when someone says, well, just send me some information. I'd be happy to look at it. Yeah. I'd say, Hey, so-and-so I get it's a cold call. I get, you didn't want to take this call. I know it was out of the blue here, but what exactly “would you like in that email? And got it. Hey, and over you a case study or something like that.” Totally get it. Hey, typically I'm not labeling you as such. I might be misreading this, but typically when someone tells me that they're just trying to brush me off the phone. If you feel that's you, that's totally okay, but here's exactly why I was calling. Would there be someone
But if they have the problem with the plan that you're talking about, the 50K, I want to nail down that that is the plan they want, but the only issue is the price. So, that's it. Price is the issue. Now, let's start to play ball. “You're going to give me a signature by this week, you're going to give me a case study, or you're going to give me a customer referral. And my VP, we can make something custom for you.” Very nice. Well, Will, we're running out of time here. And so, we got to move ourselves to the final question. And so, the last question is this. We've talked about a lot of really great things salespeople should be doing. Now, I got to ask you about a shouldn't. So, the last question is, what is one bad habit you see a lot of salespeople exhibiting that you think they need to break because it hurts them more than it helps?