Podcast episode
Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier)
30 Minutes to President's Club1 May 202314 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ACTIONABLE TAKEAWAYS Section 1 - Agenda: Have a plan & share it. Call out surprises before they, ya know, surprise you. Section 2 - Set the Table: Teach your customer something they don’t know, and you’ll gain credibility in their eyes. Section 3 - Dig In: Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too. Section 4 - Dessert: Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call. PATH TO PRESIDENT'S CLUB Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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your customer something, and then you're going to get confirmation that you're in the right place. A lot of reps go straight into asking questions, and it feels like an interrogation. You don't want that. Instead, do your research ahead of time. “So you can go to places like a quarterly earnings report, or Seeking Alpha, or your customer's” 10K. Or if they're not publicly traded, a really great place to go is LinkedIn. Read their profile, look at their company news. Or if you can't find anything there, search the industry that they work in and look at some of the industry trends from Gartner, McKinsey, etc. The next thing you'll do is you'll teach your customer something.
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