Utilizing Trap Questions and Effective Communication in Competitive Sales Tactics

FOUR ACTIONABLE TAKEAWAYS

• Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
• Avoid deep-diving into features until you've established “why change?” and “why now?”.
• Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions.
• Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep.

PATH TO PRESIDENT'S CLUB

• Growth Partner @ Emergence Capital
• Chief Storyteller @ Box
• VP of Sales & Productivity @ Box
• Sr Director, Corporate Sales Productivity @ Salesforce

RESOURCES DISCUSSED

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• Things you can steal