#180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)
30 Minutes to President's Club | No-Nonsense Sales
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How to Bring Your Prospect to the Mountain Top
The five step question framework is a really valuable framework that I use probably more than any technique within discovery to get them to feel the pain of it. It works on something like this if someone says yes we are struggling with building pipeline right because for people to be meetings booked it could be the total number of pipe owner what's the key metric you're looking for hypothetically say number of meetings booked my second question be great how many meetings is the average rep booking per month today today they're booking five great the third question then is what's the goal where are they trying to be actually the goal is to book about you know eight meetings per rep per month okay so what I'm hearing from you
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