30 Minutes to President's Club | No-Nonsense Sales 123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
34 snips
Nov 23, 2022 AI Snips
Chapters
Transcript
Episode notes
Understand the Need Behind the Need
- Understand the need behind the need by peeling back the onion.
- Don't stop at surface-level pain; dig deeper to uncover the true economic drivers.
Diagnose the Root Cause
- Chris Orlob shares a story about a sales rep who pitched Gong's features without understanding the root cause of the client's long sales cycle.
- The client's issue wasn't discussing next steps; it was selling to the wrong people.
Intensify Urgency and Build Impact
- Intensify urgency by summarizing the problem, asking open-ended negative impact questions, and following up with targeted impact questions.
- This three-step sequence helps build the emotional bank account and uncover deeper customer needs.