#155 - Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
30 Minutes to President's Club | No-Nonsense Sales
February 22, 202328m 19s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- After the demo, get a sense of what they liked and use it to justify your ask to power.
- Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission.
- When you get to power, recap the key problems you found first, then open it up and ask what’s important to them.
- Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver.
PATH TO PRESIDENT’S CLUB
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED