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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from the waiting room. How are you kicking that meeting off? Great. First meeting, we have a director level person. I would consider this person to be at the line. So this is a good thing in my mind. Typically, you start with a little bit of rapport. I'm not the most talkative guy. I like to use targeted rapport. “And what that means is I'm taking something relevant around their background.” It might be a role change. It might be the fact that they're new at the company. It might be the fact that they've been there forever. And I'm using that to start to insert my point of view in the conversation. Oh, wow. This is the smallest company you've been at before. You must be doing a million different jobs, et cetera, et cetera. Once that rapport is done, usually two or three minutes, I tend to jump right into my
Do not kick off the call yourself. You need to force them to set the stage on why you're here. That's your introduction. From there, the second slide is you're gonna recap the key business priorities and the business problems that they wanted to solve. “And this is all before you talk about your product whatsoever.” You should be able to stand alone. These are just the things you are trying to do without a product. If a product didn't exist, this is what you're hoping to accomplish. Then you have one slide on how you solve that problem. And then you have a fourth slide which is all of those assumptions might be wrong.
matter in the room beforehand with my champion, but then also just what I know about who makes decisions. And I'm going to target that question specifically at the economic buyers. And then I still go into the when and the how. I inform them of the timeline that we've already agreed “I want to get the blockers out” up front. And then I explain the how.