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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 Are You Positioning This Internally to Your Organization?
When you tell that story of hey you know I was talking to another customer and this thing happened, that's just the typically question sort of repurposed in a way to get the customer to talk about the impact. And again your positioning yourself is somebody who gets it. You've seen something like this before. What Morgan is doing is she's essentially taking the edge off another why question because where people will typically go wrong is if someone says my employees don't really understand total rewards they'll ask a cringy question or put them on defensive.
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