30 Minutes to President's Club | No-Nonsense Sales #128 - Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)
13 snips
Sep 7, 2022 AI Snips
Chapters
Transcript
Episode notes
Close Calls With A Five-Minute Drill
- End every call with a five-minute drill that explicitly asks if they want to buy, when they'd buy, and how they'd buy.
- Tell them 'typically' how others buy and then validate their specific how.
Always Book The Next-Next Step
- Always set a next-next step before agreeing to a deep dive or demo instead of giving away extra calls for free.
- Explain the usual sequence (demo → proposal → exec review) and get agreement on it upfront.
Make Concessions Cost Something
- Create a cost to negotiation so concessions never come free and every ask forces a trade-off.
- Use levers like higher upfront payment for lower future pricing to stop negotiation bleeding.