30 Minutes to President's Club | No-Nonsense Sales #272 - Hall of Fame: Doug Landis
Mar 18, 2024
Learn actionable takeaways for successful sales calls such as setting clear expectations, avoiding premature feature discussions, and softening calls to action. Follow Doug Landis's impressive career path from Growth Partner at Emergence Capital to VP of Sales at Box. Gain insights on effective sales tactics like trap questions, genuine business discussions, storytelling in sales, and building trust with clients.
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Soften Your Call To Action
- Use the phrase "Are you open to..." to soften requests and increase replies.
- Softer CTAs reduce recipient defensiveness and open more doors than blunt asks.
Anchor Around Why Change
- Anchor qualification around “Why change?” to force the buyer to explain their motivation.
- Keep reaching out multiple times and to multiple people because timing and relevance win deals.
Start With PPO And A Point Of View
- Use PPO: state the Purpose, Plan, and Outcome before asking questions on a call.
- Present a point of view and ask, “How's this resonate with you?” to invite validation instead of interrogation.