30 Minutes to President's Club | No-Nonsense Sales 260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger)
17 snips
Oct 29, 2024 Dan Flood, Senior VP of Global Sales at Challenger, shares insights drawn from his extensive sales leadership experience. He emphasizes asking informed hypotheses instead of generic questions to deepen discussions. Teaching process over just identifying problems builds trust, while understanding extra steps requested by prospects can simplify the sales approach. Mastery in guiding buyers through the sales journey and engaging genuine decision-makers proves crucial for closing deals. Flood also highlights aligning sales proposals with ROI needs for effective stakeholder engagement.
AI Snips
Chapters
Transcript
Episode notes
Watch Buyer Behavior for Signals
- Watch what buyers do instead of just listening to what they say to gauge deal strength more accurately.
- Use observable behaviors like stakeholder engagement to assess if the contact has real influence to move the deal forward.
Ask Hard Questions Early
- Ask hard and pointed questions early to uncover objections before they grow.
- Use moments like after a demo to invite honest feedback on what works and what is doubtful to avoid ghosting.
Teach Buyers the Process
- Teach your buyers throughout the process about potential obstacles and buying steps.
- Use your expertise to help them anticipate challenges and build confidence in your solution and process.