30 Minutes to President's Club | No-Nonsense Sales #175 - Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )
13 snips
Jun 14, 2023 AI Snips
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Episode notes
Use A 'Pain Slide' To Build Early Yeses
- Use a 'pain slide' early to get agreement on core problems and create yes momentum.
- Then map those pains to workflows and ask for corroboration to build momentum toward the next step.
Tell A Compounding Pain Story
- Present pains as a connected narrative showing how one issue compounds into others.
- Ask the buyer which pain resonates and then help them rank priorities to find the 'strike zone'.
Recap Live And Watch For The Nod
- End discovery with a quick play-by-play recap and watch for the buyer's nod to confirm alignment.
- Use that visual confirmation to build the follow-up recap email and lock the next meeting.