Podcast episode
Hall of Fame: Joe Caprio
30 Minutes to President's Club20 Feb 202333 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they need power to answer. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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They're like, you know, I'm not really sure how I'm going to go back and have this conversation with Armand. Like I think it's really going to help me. I think it kind of connects with the initiative of we're trying to get more listeners this year. But like he's kind of a jerk sometimes when I go to him about spending money. So I used to train I used to train salespeople and I would explain this to them. I'd say, hey, listen, one of my goals on a first meeting. “OK, one of my goals on a first call is at some point I need to ask questions that make the prospect realize they don't actually know.” OK, I need to move them to a place of insecurity because they don't know the answers. They're the one that's in pain and has a problem. And once you have that dynamic established, that's when you can start to take control of the conversation.
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