Podcast episode
Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)
30 Minutes to President's Club7 Sept 202231 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone. Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem. Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up. Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off? PATH TO PRESIDENT’S CLUB Founder & Host @ 30 Minutes to President’s Club VP of Sales @ Pave Director, Sales @ Carta Sr Associate, Corporate Strategy & Venture Investments @ Flex RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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You do not give away anything for free. And that includes demonstrations. And so if your next step is a 60 minute deep dive, the next next step is typically an executive level meeting. That's about 30 minutes with a chief people officer, a chief finance officer or a CEO. “Right. And so set a next next step, which sounds like, well, look, typically we would do a 60 minute meeting.” If that goes well, you and I would walk through a proposal and then we would run that by your chief people officer afterwards. Does that sound like a plan? And make sure that before you agree to the next step, there is agreement on the next next step. Very nice. Round us out, Armand. What's number three?
I need to ask that question specifically to the key executive buyers in the room. And so if it's a room of five plus people, I'm going to identify the two or three that really matter in the room beforehand with my champion, but then also just what I know about who makes “I'm going to target that question specifically at the economic buyers.” I still go into the when and the how. I inform them of the timeline that we've already agreed upon with our champion. And I say, are there any blockers to that? I want to get the blockers out up front. And then I explain the how.
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