Podcast episode
Hall of Fame: Cory Bray
30 Minutes to President's Club25 Mar 202430 min
Description
FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. Keep your demo’s interactive by asking the prospect what jumps out to them right away. Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions) COREY'S PATH TO PRESIDENT'S CLUB: Co-Founder @ CoachCRM Co-Founder & Board Member @ ClozeLoop Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit Head of Sales @ Ravel Law RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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you what's going on. The salesperson's value is the information you receive, not the information you provide. Beautiful. What's number three, Corey? Round us out. Number three is that you've got to have momentum between your meetings. If I'm not meeting with Nick for another three weeks, he's going to forget about what we talked about back then. “So we need to prompt the prospect with something in between.” Additionally, sometimes deals stall, and there might be an undefined period of time between meetings. So we use the HELP framework from Triangle Selling there to highlight what happened in the previous meetings, educate them based on new things that might be going on, leverage your network. So for example, if you see a prospect or an employee that might be a good fit for your
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