Podcast episode
Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)
30 Minutes to President's Club12 Jul 202335 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start with the lay of the land questions > heaven and hell questions > typically questions. If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for. Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery. How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation. PATH TO PRESIDENT’S CLUB Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Territory Account Executive @ Microsoft Sales Representative @ DocuSign 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.
Obviously happy to give you a little bit of reflection in terms of how I'm seeing that within the space and the third part, you know, the goal of the conversation is that if there's alignment here, the next step would be to book a demo. Let's say I'm curious, what else would you like to cover on this call? “And notice that that last question was an open ended question to get them involved as” opposed to, does that sound good? Phenomenal. What's number two? Number two is what I like to call the inchworm concept. Now usually when people are in a demo and they've been showing the platform for a little
This is not a me just presenting at you, you're involved here, get ready and buckle up. But if I'm asking a closed-ended question, it's very much me just guiding them to where I'm actually trying to take them. If I'm wanting to lead them into booking a next step hypothetically or saying this is “important, therefore I do need to show it, that's just a closed-ended question.” I'm curious, do you think about implementation when it comes to this? Yes, we do. Cool. I would love to talk to you before we talk about next steps with the implementation processes, because that's actually the most important part to buying any platform like this. Just touch on it for one to two minutes, hypothetically, and at least to say, hey, this is important
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