30 Minutes to President's Club | No-Nonsense Sales 132 (Sell): Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
16 snips
Feb 1, 2023 AI Snips
Chapters
Transcript
Episode notes
The Left Out Question
- Instead of asking "Who's the decision maker?", ask "Who would feel left out if they missed the demo?"
- This surfaces stakeholders without irritating your champion by seeming to go over their head.
Guide with "Typically"
- Use "typically" language to guide buyers, signaling a common, proven path.
- Phrase it confidently, like, "Typically, what we do next is…"
Co-create ROI
- Don't present self-created ROI calculations as truth, as they're inherently biased.
- Instead, co-create them with your champion and CFO, focusing on hard ROI and time to value.