Podcast episode
Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
30 Minutes to President's Club22 Feb 202328 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS After the demo, get a sense of what they liked and use it to justify your ask to power. Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission. When you get to power, recap the key problems you found first, then open it up and ask what’s important to them. Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver. PATH TO PRESIDENT’S CLUB Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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kind of knows what's happening. Is his email nick at superbiz.com? I'm going to get a yes to that 80, 90% of the time, because I got the big no to little yes, non-threatening on the email. Now, who is that email for? It's for Nick. It's not for you. It's for the person I didn't talk to. What am I going to do in that email? “Provide the insights to get the influence.” How am I going to do that? Connecting the dots. To what? The problem, pain, and impact for the buyer, for Nick, not for the person I spoke to. All works together, y'all. KD, you talked about this on a webinar you and I did a while back, the big no, little yes. For the listeners here, can you give context for what that actually is and the psychology
done it a couple times. You've also probably run one, two, sometimes three demos in extremely technical products. And then what they try to do is they piss off their champion because they get to power. The champion opens the door and all they do is they want to run another 60 minute “discovery call. And the champion's like, you started from zero. And so at best, oftentimes” you're going to get 30 minutes with this executive, right? You might get 30 minutes with this COO. And so can you talk about to what extent is that upfront recap and discovery portion compressed? If I were sort of doing some mental math around how much time I spend in a normal
Here's what I'm mapping out. What do you think will resonate with them? These are a lot of the questions that we didn't get into today of how I wrap up that call. So we go back to getting to power. Once I get agreement to it, what do you think the next thing I'm asking? So what does Nick care about? Are they more of like a technical? Do they want more testimonials? Like would it be “important if I brought in like a case study or a customer call? Like what will resonate with” them? You work with your champion. Like people out there to label people as champions, they don't use them. So it should be condensed, but it should not be winging it, right? You and I should have already planned for this call. And if they are not willing to help you with that call, you don't have a champion. You got to step back and say, well, hold on. Like if I asked Nick, like, hey,