Podcast episode
Uncovering the buying process with your customer (Marisa Sarabia, Principal Account Executive @ Dialpad)
30 Minutes to President's Club31 Aug 202234 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future. Give pricing early and pivot based on reactions. If you end up giving concessions, always add an expiration date. Stay engaged while your SE is demoing. It’s on you to keep the call on track. Use the Zoom gallery view to identify unengaged participants - ask them easy questions to keep them interested. PATH TO PRESIDENT’S CLUB Principal Account Executive @ Dialpad Account Executive @ Invoca SDR @ Velocify (acquired by Ellie Mae) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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But if you don't set an expiration date, now you're backpedaling. So you actually have absolutely nothing to lose by just making it a standard practice. Anytime you make any sort of concession, put an expiration date on it because now you are the one who is in control. “Especially for deals that don't have a critical event, like a renewal date or contract expiration date, there's just a compelling event. If they think they're going to get that pricing indefinitely, they're just going to keep pushing.” And your forecast calls are going to be really embarrassing because you're committing a deal that has no urgency. I had a deal recently where I had pricing valid through the end of the month. And then there were some changes in the org. There were layoffs.