Podcast episode
Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)
30 Minutes to President's Club15 Jun 202231 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set the next steps. Set the next next steps. 2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront. In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo. In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
Okay, that's step one. Step two to prevent this is the first set of questions. It's when you're like, great, so I work with lots of VPs of operations in industrial manufacturing. You know, sometimes they handle these two responsibilities. Sometimes they handle these. What are your top two? Then she or he tells me their top two. Great, tell me about the team. As soon as she or he tells me about the team, “I now can tell them who needs to be in the next meeting.” So he says, it's Nick and Armand. So then at the end of the meeting, I don't say, great, what are next steps? Instead, I say, great. So, hey, it seems like there could be a fit here. Let me tell you about typical next steps. So you mentioned Nick handles analytics. So typically what we'll do next is we'll set up a quick conversation with Nick,
objective one becomes the first thing you say. So objective one. So I know, you know how we're trying to increase productivity by 25%. Their XYZ platform is going to help us to do that by doing this and this objective to you. So instead of sending like a bunch of products, you break out “the features by the problem that they solve. So then I can go have a conversation with my boss.” Objective one, here's how they're going to help us with that. Objective two, here's how they're going to help us with that. And objective three, here's that. Then you have to lay out the implementation schedule and the proposal business objectives, a few relevant case studies, break out the product by business case, and then implementation schedule. I'm going to tell you the number one