#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
00:00
How to Use Open-Ended Questions to Engage Your Sales Team
Alex: Most demos don't fail because of starvation aka you don't show enough they actually fail because of indigestion. When you consistently ask them to engage and put them I love that driver's seat analogy it forces them to say oh wait I want they're gonna pay attention the rest of the time, he says. Alex: You can also involve people who you think might not be paying attention but you want to ask them the question in a very specific way so they get the answer right. The pre-frame is really powerful tool for engaging other stakeholders in the meeting," she says. "I intentionally asked them what else would you like to cover"
Play episode from 24:56
Transcript
