130 (Sell): Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
30 Minutes to President's Club | No-Nonsense Sales
How Do You Qualify the Impact of Your Product or Service?
The next step is usually bringing in other people in the deal cycle so let's say that you're multi threading up and I might have been meeting with a director level person and now I'm meeting with a VP or a CXO level person. What does that next call look like as you're looping in power? Yeah it's a really good question so I personally if they'll do it I really like to have the champion from the first call assuming for them to sort of recap like what were the top three action will take away as a few of why your product or service actually matters for them.
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