Podcast episode
Hall of Fame: Chris Orlob
30 Minutes to President's Club27 May 202431 min
Description
FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language. Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions) PATH TO PRESIDENT’S CLUB Co-Founder & CEO @ Stealth Startup Director of Sales & Go-To-Market @ Gong Co-Founder & CEO @ Conversature Regional Sales Manager - New Business @ InsideSales.com RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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what are your biggest challenges as they pertain to hiring, they might redirect you and they say like, oh, that's not a big challenge, but we're really interested in like a call recording tool. Right? Or you'll ask what prompted you to take the call and you're like, yeah, we've thought about getting a call recording tool. And a lot of sellers instinct is to go, we have a call recording tool. Yeah, we can help you, right? Yeah. “So when someone drops you at the solution level,” which is not a problem, it is we've been thinking about a call recording tool or we've been thinking about sponsoring a podcast. How do you know how deep to go from that point on? Or in other words, like how do you go about unpacking the why behind that? You need to be sold on the idea
and help them redefine the way that they think about things? I love that you're asking this because it goes back to one of the principles we talked about earlier, which is the psychological dynamics of asking open and targeted questions, right? And it's the same motion. So if there is a close rate problem “and I ask, why do you think that is?” Open question, they can diagnose it however they want, they have psychological freedom. And they go, well, I think marketing is just giving us some leads, right? They're misdiagnosing it or just diagnosing it in a way that doesn't favor you. Fine, let them answer that way. The point is you just gave them freedom.
And so oftentimes you have to call out the fact that they might not know what you do, and you might start by explaining the major problems you solve before you start doing discovery. Number three, then you transition into discovery, and if they give you a problem, you're okay and you can keep doing discovery. If they start with a solution, “you need to understand what is the problem” behind that solution. And then lastly, number four, the key to avoiding discovery fatigue is not by asking question, question, question, question, but rather question, question, summarize, short story, then you can go back. Discovery. All right, Nick. How can people help us out here?
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