Show notes
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
FOUR ACTIONABLE TAKEAWAYS
- Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”.
- Use “To what extent” to turn any close-ended question into an open-ended question.
- Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this?
- Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?”
PATH TO PRESIDENT’S CLUB
- Lead Enablement Manager @ CB Insights
- Enterprise Account Executive @ Sentieo
- Sr. Account Executive & Team Lead @ Axial
- Sr. Associate @ Deloitte
RESOURCES DISCUSSED
