30 Minutes to President's Club | No-Nonsense Sales How to Quantify Business Pain Without Feeling Salesy | Meredith Chandler | Ep. 308 (Sell)
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May 13, 2025 Meredith Chandler, Head of Sales at Aligned and seasoned sales leader, shares her expertise on quantifying business pain in a non-salesy manner. She highlights the art of empathetic questioning, teaching listeners to ask, 'Here’s why I’m asking,' to engage clients effectively. Meredith discusses the four levels of quantifying time and emphasizes anchoring conservatively in ROI discussions. She offers practical tips on confident pricing strategies, personalized outreach, and the importance of follow-up in nurturing client relationships.
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Use "What We Heard" Slide
- Use a "what we heard" slide to start calls with a granular business recap.
- This builds consensus and buy-in especially with new stakeholders on the call.
Quantify Pain With Dollars
- Quantify pain by putting a dollar amount on the problem to unlock budget.
- People buy more to avoid loss than to gain, so show what missing quota costs.
Deliver Pricing Confidently
- Deliver your pricing confidently and simply without hedging or implying discounts.
- Avoid disclaimers like "our list price" or "I'll see what I can do" to prevent undermining price.