Podcast episode
Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
30 Minutes to President's Club8 Feb 202331 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it. Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly. Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be. Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently. PATH TO PRESIDENT’S CLUB Founder & CEO @ Flip the Script Head of Sales Development @ Chorus.ai Regional VP of Business Development @ G2 Sr. Manager, Inside Sales @ Gong.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
blast out enough messages in the right spots to where they see it, and they inbound because they know they have a problem that's big enough. They just want to see if they can solve it with you. Your job as an SDR or as an AE is to uncover the things that they don't know that will create a “new buyer initiative and create new urgency because all of a sudden they're aware of a” problem that they didn't have beforehand. So an example of how SDRs can do that, for example, I'm working with a customer support ticket company. Let's just call it that. And they're like, how can we identify a problem for them that they don't know about? And I'm like, well,
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.