30 Minutes to President's Club | No-Nonsense Sales 107 (Sell): Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
Jul 20, 2022
Kyle Asay, VP of Sales at Qualtrics, shares his expertise on architecting the buyer’s journey. He emphasizes the power of asking insightful questions and entering discovery calls with a hypothesis to prove. Asay advocates for a focused approach during demos, presenting the 20% that matters most, while also highlighting unique product features. He warns against giving concessions without clearly defining the deal’s scope, offering key strategies to elevate sales conversations and enhance efficiency.
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Improve Discovery
- Instead of saying "That makes sense," try saying, "Thanks for helping me start to understand."
- Then, delve deeper into areas needing more clarity to avoid pretending you understand everything.
Teach in Discovery
- Differentiate yourself by teaching something new in discovery calls. Your buyer should gain value, even without purchasing your product.
Negotiate After Scope Lock-In
- Lock in the scope of the deal before negotiating the price. This prevents buyers from reducing scope after discounts.