30 Minutes to President's Club | No-Nonsense Sales 135 (Sell): Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
30 snips
Feb 22, 2023 AI Snips
Chapters
Transcript
Episode notes
Confirm Interest Before Next Steps
- Before asking for next steps, ensure the prospect is sold by confirming their interest and understanding their needs.
- Use their confirmation to justify involving higher-ups, framing it as helping them achieve their desired outcome.
Big No, Little Yes
- Use the "big no, little yes" technique: ask for something substantial first, then follow up with a smaller, less intimidating request.
- This leverages people's aversion to confrontation, making them more likely to agree to the smaller ask.
Transition to Above the Line Selling
- Transition from asking about their business (below the line) to telling them about their business (above the line) when dealing with higher-ups.
- Frame the involvement of executives as a solution to the problems identified with the champion, making them part of the process.