30 Minutes to President's Club | No-Nonsense Sales #180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)
23 snips
Jul 12, 2023 AI Snips
Chapters
Transcript
Episode notes
Pre-framing Conversations
- Use the "pre-frame" to structure sales calls and important meetings.
- Establish credibility, explain the meeting's purpose, set a goal, and ask an open-ended question.
The Inchworm Concept
- Avoid simply asking "Does that make sense?" in demos.
- Follow up with open-ended questions to ensure true understanding, like asking how it solves specific issues.
Shock Clock Violation
- Allocate dedicated time for next steps at the end of meetings.
- Summarize key points and ask a closed-ended question to gauge agreement before making recommendations.