Podcast episode
Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen)
30 Minutes to President's Club21 Nov 202333 min
Description
FOUR ACTIONABLE TAKEAWAYS Don't put your customer in box. Use "soft" language like "typically", "usually" and "what I've seen". Before holding an intro meeting with a new prospect, mine your ecosystem for inside intel about what they care about & what they're like. Always assume there are multiple decision-makers in a deal (not just 1). Tell the customer upfront who you're NOT for - it actually makes you appear more credible. PATH TO PRESIDENT’S CLUB Head @ DemandJen Head of Community Growth @ Lavender Social Social @ Co-Founder Chief Evangelist @ Challenger RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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changes the way that your team sells. And the biggest one that you don't want to miss is our live sales kickoff masterclass. Go to 30npc.com backslash SKO to save your seat. I'll see you there. All right, Jen, I'm interviewing you today. Welcome to the show. We start every episode with your top three actionable takeaways. So let's get your three. All right. “So number one, don't wait until the first call to start discovery.” Think about what do you hypothesize the problem might be before they tell you. Great. What's number two? Number two, don't get so wrapped up in the solution and the compelling event and the thing that we neglect to go backwards and make sure there's ultimately a problem worth solving. Beautiful. Round us out.
Great. What's number two? Number two, don't get so wrapped up in the solution and the compelling event and the thing that we neglect to go backwards and make sure there's ultimately a problem worth solving. Beautiful. Round us out. What's number three? Disqualification. Do it early. “Do it often.” It's not for everybody, whether we're selling a service, a product or ourselves. All right, Jen. So recently you've gone out on your own and you've been selling sales training and speaking at SKOs and other big events.
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