Podcast episode
Hall of Fame: Adam Ochart
30 Minutes to President's Club12 Feb 202427 min
Description
Four Actionable Takeaways: Mirror the objection, then ask a loaded question for the anaconda squeeze Use slides to give prospects control and choice over what they want to discuss Ask your VP / CRO if they’re the type who wants to go really deep Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum. Adam O’Chart: Path to President’s Club: Top producing AE at Gong.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
That I heard right when I became an E. I rolled it out. And it's just like so successful in terms of that disco flow. Let's say you show them the slide deck. Where do you take it from there? How do you drive your next line of questioning after that? Yep. So it's similar how I told you in our slide deck, we have a few different paths. Well, based on that, I talk about, Hey, with these 3 specific value props that we highlighted here, “I'm curious which one resonates the most. And from there, they're going to drill in.” And I'm going to ask a couple more questions. Because I think a lot of people will choose the easy option. Got it. Well, I'm curious, why did that resonate? Did something stand out? And from there, you dig into that. And then you go into saying, Hey, I mentioned that the 2 parts of this was going to be a little meet your discovery. I'd love to learn a little bit more about that. You might unpack in that elaborating. And then from there, you do... If you're a