30 Minutes to President's Club | No-Nonsense Sales #167 - Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)
14 snips
May 3, 2023 AI Snips
Chapters
Transcript
Episode notes
Prep Your Champion With A Problem Email
- Resist arming your champion to sell your solution; instead offer to draft an email framing the meeting as a buying-group problem discussion.
- Outline the surfaced problem, the desired end state, and your credibility with similar customers before the group meeting.
Frame The Meeting As Problem Discovery
- Open group meetings by labeling the objective: build shared understanding of the problem, not decide on a solution.
- Tell them it's acceptable to conclude the meeting that this isn't the right problem to solve now.
Seek Disagreement To Reveal The Real Story
- Instead of seeking agreement, actively surface disagreement by asking who has a different opinion on the problem.
- Use those differing perspectives to uncover the real story that often happens after a call ends.