30 Minutes to President's Club | No-Nonsense Sales 110 (Sell): Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)
10 snips
Aug 10, 2022 AI Snips
Chapters
Transcript
Episode notes
Use 'Are You Open To' As A Softer CTA
- Use the phrase "Are you open to" to soften asks and increase replies.
- Replace blunt CTAs like "can you" or "do you have time" with "are you open to" in outreach and sign-offs.
Start With 'Why Change' Not A Checklist
- Anchor discovery around "Why change?" rather than firing qualification questions.
- Ask the buyer to explain in their words why leaving the status quo might make sense.
Be Relentless With Multi-Touch Prospecting
- Persist across multiple touches and targets inside accounts rather than giving up early.
- Reach out to more than one or two people and plan at least eight to ten touches before deeming an account dead.