30 Minutes to President's Club | No-Nonsense Sales #180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)
23 snips
Jul 12, 2023 AI Snips
Chapters
Transcript
Episode notes
The Inchworm Concept
- Avoid simply asking "Does that make sense?" in demos.
- Follow up with open-ended questions to ensure true understanding, like asking how it solves specific issues.
Shock Clock Violation
- Allocate dedicated time for next steps at the end of meetings.
- Summarize key points and ask a closed-ended question to gauge agreement before making recommendations.
Lay of the Land vs. Heaven and Hell
- Begin discovery with lay-of-the-land questions to establish context and rapport.
- Progress to heaven-and-hell questions, focusing on what's working well and biggest bottlenecks.