154 (Sell): Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)
30 Minutes to President's Club | No-Nonsense Sales
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How to Create a Deal Momentum With Summary Evidence Value Stacking
I want to ask you about this one call sort of discovery demo and then close that you're having with these restaurant owners. Can you talk to me about the last, I don't know, 20 minutes of that meeting where it's like, you're ready to buy? What does that look like? So we're going through the demo, we're taking our notes, we're showing them clear evidence of where we're going to be able to do things better. And then we get into pricing. We are the most expensive product in our category. so value stacking is how we end the call.
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