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ACTIONABLE TAKEAWAYS:
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Deflect Product Questions Early: When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features.
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Reduce Technical Objections: If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker.
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Dig Beyond Surface Problems: Low win rates aren’t the real problem. The true impact is missing revenue targets, losing reps, or struggling to hit quota. Always tie issues to business consequences.
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Identify the Root Cause Before Solving: Before proposing solutions, confirm the real problem, its impact, and the root cause. Then present your solution in a way that connects all three.
KEENAN'S PATH TO PRESIDENTS CLUB:
- CEO @ A Sales Growth Company
- Author of Gap Selling
- VP of Sales @ 2Wire
- VP of Sales @ Avaya
RESOURCES DISCUSSED
