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132 (Sell): Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
30 Minutes to President's Club | No-Nonsense Sales
Are You Using Mutual Action Plans?
The best time to seed the ask for power is at the end of a killer discovery call and take it off the table. Include business leader or stakeholder VP, whatever you want to use because as soon as you show words on the screen, what do people do? You're priming them early that, oh, typically Nick, when he's selling this thing, talks to these people. If there's already prebuilt steps in, the only thing I would make sure is in there are the confrontational things like talk to your CFO.
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