Podcast episode
Mapping the path to close and navigating to your destination (Justin Solis, Enterprise Account Executive @ Pave)
30 Minutes to President's Club12 Apr 202332 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your demos by setting the scene. Orient your buyer as to who they are in the demo and what they are doing in their day. If you get a mild “yes” at the end of the demo (e.g. “it could be interesting, I want to debrief internally”), use timeline and sales process steps to see if they’re willing to work to take a step forward. When asking for power, make it us vs. them. Align the timeline to close with their best interest in mind, not yours (e.g. Get them excited about more time to implement means a much better customer experience for them). PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Sales Trainer @ Flockjay Head of Revenue @ Whistle Enterprise Account Executive @ Chili Piper RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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your three. All right. So number one is use bucket questions and typically statements to get your prospect to be able to go with deeper on the problems, right? So oftentimes, like I'll start a call and I'll ask, hey, why are you on this call? And they'll give me something super surface level, like we want to scale our systems more effectively. “So a really great way to prod at that without seeming like, you know, you're doing the great” inquisition is just to say, hey, like typically when folks tell me that they're looking to scale, either they've got something that happened that led them to realize that their systems don't work today or they just got some extra time on their hands. Which camp do you fall in? And then whether I've guessed right or wrong, it's going to force them to actually go deeper on the problem and help you get more information that discovery. Very nice.
“Another really powerful thing to do, particularly when you're trying to highlight a pain that maybe a certain prospect in the room doesn't see, is to actually talk about an end user perspective.”
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