30 Minutes to President's Club | No-Nonsense Sales 141 (Sell): Mapping the path to close and navigating to your destination (Justin Solis, Enterprise Account Executive @ Pave)
33 snips
Apr 12, 2023 AI Snips
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Bucket Questions for Deeper Discovery
- Use "bucket questions" to guide prospects towards deeper problem discussion.
- Offer two likely scenarios, prompting them to elaborate and reveal more information.
Story Bank for Product Demos
- Create a story bank for key product features.
- Prepare stories beforehand to easily weave them into your demos, highlighting product value.
Pre-Call Research for Stakeholder Involvement
- Research the team hierarchy and adjacent teams before your calls.
- Name-drop relevant individuals during the demo to weave them into the conversation naturally.