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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Right. So that way I'm weaving them into the conversation well before we get to the end. And by the time I'm asking for their involvement, we're going to be talking about them by name already instead of trying to like say, Hey, can you bring in your boss or manager to this at the end? So Justin, let's go back to number two. A lot of times when you see reps demoing for the first time, they demo in features or in “they demo in terms of you can see all of this manager's direct reports” or you can add all of these fields to a dashboard. How should you be describing or cutting up your demo instead? That makes it a little bit more real for the prospect. And if you want, you can use an example if it's easier. Yeah, for sure. So, I mean, at Pave, we have a number of different user profiles that you can log into when you're demoing.
demoing. And the first thing that I do when I get into the demo is I set the scene. I am looking at this environment from the perspective of Yana Douglas. She is the CTO of this fictional organization. And then I'm going to start talking about what she sees and I'm talking about what she cares about or, Hey, you've probably seen this problem before, right? “And so what I can start doing is basically showing everything from the perspective of” a specific user. And when you know the product well, and you know the pains from discovery, you can pause at certain areas of your story and that will invite them to tell their own stories, right? And so talking about how they would use it, we're talking about their perspectives in previous scenarios. Justin, you were talking about, you're starting this demo by
“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.”
Normally by this point in the conversation, we already know whether they have budget allocated or not, or what the budget situation is. So something that I might ask in the prep is like, what's your CFO like? What's their vibe like? You know what I mean? Are they someone who's going to try and cut me low? And if you've built good rapport with your champion, it really does become kind of like an us versus them thing. “So getting whatever insights I can into their personality.” And there's two totally different ends of the spectrum. How do you respond to that? CFO said, if you try to hold me to the timeline, I'm going to get angry at you.