30 Minutes to President's Club | No-Nonsense Sales 263 (Sell) The Secret to Uncovering True Buyer Motivation in Seconds (Garrett Palmer, Pipedrive)
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Nov 12, 2024 In this engaging discussion, Garrett Palmer, Senior Account Executive at Pipedrive—who is known for consistently surpassing sales quotas—shares his insights on unlocking true buyer motivations. He emphasizes starting conversations with probing questions to discern what really prompted a prospect to engage. Garrett advocates tailoring demos to address pressing pain points and advises against overwhelming clients with upsells. He also highlights the critical need for well-structured follow-ups to maintain sales momentum and foster deeper client relationships.
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Start with Why
- Start with “Why did you take the call?” to understand prospect motivation.
- For inbound leads, ask directly; for outbound, rephrase to suit the context.
Uncover Roadblocks Early
- Reveal deal roadblocks upfront by asking key questions.
- Understand requirements, involved departments, and realistic timelines.
Secure Next Steps on the Spot
- Set next steps immediately; don't wait for follow-up.
- Confirm logistics or plan a follow-up call before ending the current one.