Podcast episode
Amplifying authenticity to soft close across the sales cycle (JC Pollard, Mid-Market Account Executive @ Gong)
30 Minutes to President's Club2 Aug 202334 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 But wait, there's even more Gong x 30MPC at our Master Class Series :) FOUR ACTIONABLE TAKEAWAYS Use the 3x3 after your opener: “I noticed this, this, and this about you…how familiar are you with what we do?” Be outrageously authentic. Example: “I would’ve been fired if I only closed deals with allocated budget.” Set the expectation for three call outcomes upfront. At the end, tell them you think we’re at a 1 (which means buying this now), and ask them to validate that. Use a soft close to skip a pilot. You’re either ready to move now, which gives us commercial flexibility, or need us to invest more time and resources to prove the use case. PATH TO PRESIDENT’S CLUB Mid-Market Account Executive @ Gong Enterprise Business Development Representative @ TigerConnect Head of Personal Training @ University of Oregon RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Yes. Thank you. Three, two, one. Let's do it. Today's show is brought to you by Insightly, the CRM that helps you spot deal risk early so pipe reviews actually drive your number. One question I ask in nearly every deal review is, what do we need to get in our next interaction with a customer? “If my rep can't answer that question, the deal has risk and I have something I can coach” to. We built a guide with our friends at Insightly CRM on how to run pipe reviews that surface real risk and get deals moving again, and you can get it for free at the link in the show notes. What's going on folks? Quick heads up. The week of September 21st is SKO slash RKO planning week at 30 minutes to President's Club.