Podcast episode
Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
30 Minutes to President's Club1 Feb 202330 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Wingman’s In-App Objection Handling Battlecards FOUR ACTIONABLE TAKEAWAYS Use typically language to help guide your buyer into the next steps. When the buyer wants to multithread to someone you’re not familiar with, ask how that person has contributed to purchases in the past. When your champion is proposing to finance, offer to be a “fly on the wall” to help support them. If you aren’t on the call, ask questions about what the call will look like and what issues could come up in it. Keep your buyer’s best interest in mind when driving the timeline. Don’t drive it using your quota or discount. PATH TO PRESIDENT’S CLUB Director, Content & Thought Leadership @ Clari Head of Content Strategy @ Gong Account Executive - Large Accounts @ Eventbrite Sr. Account Executive @ OneMob RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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and start mapping it out together. Because here's the thing, a sales rep, you're leading, but you're not creating plans in the vacuum. And there's actually a lot of research that shows that people will be more bought in. They will follow through more often if you co-create a plan together because they will feel that they contributed to this plan. Therefore, they have “ownership. Therefore, they are responsible and they will be accountable to actually doing it.” So you can pull up that mutual action plan. Just start throwing puzzle pieces down. That's what I say. I don't know if they're in the right order. I don't know if this is a corner, an edge, a middle piece, but we're just going to throw it all down. Then you go back to your process. Hey, which one of these do you think we should do first? And if it's a bad idea, then call it out
mind's eye. And it also starts to stack. We're stacking. It's like, oh shit, this feels like work. There's a lot going on. People can get resistant. So I would say probably only three steps max. And if you're sharing a mutual action plan, if there's already prebuilt steps in, the only thing I would make sure is in there are what could be the confrontational or the “highly contentious things like talk to your CFO include business leader or stakeholder VP,” whatever you want to language you want to use, because what that does, even if you don't say anything, as soon as you show words on the screen, what do people do? Start reading them. And you're priming them early that, oh, typically Nick, when he's selling this thing, talks to these people, you don't even have to address it yet because it's probably too
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