#120 - Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
Re-anchor to top priorities when dealing with demo "nitpicks"
30 Minutes to President's Club | No-Nonsense Sales
July 13, 202229m 9s
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Show Notes
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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