#163 - Mapping the path to close and navigating to your destination (Justin Solis, Enterprise Account Executive @ Pave)

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FOUR ACTIONABLE TAKEAWAYS

Start your demos by setting the scene. Orient your buyer as to who they are in the demo and what they are doing in their day.
If you get a mild “yes” at the end of the demo (e.g. “it could be interesting, I want to debrief internally”), use timeline and sales process steps to see if they’re willing to work to take a step forward.
When asking for power, make it us vs. them.
Align the timeline to close with their best interest in mind, not yours (e.g. Get them excited about more time to implement means a much better customer experience for them).

PATH TO PRESIDENT’S CLUB

RESOURCES DISCUSSED

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Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

Start your demos by setting the scene. Orient your buyer as to who they are in the demo and what they are doing in their day.
If you get a mild “yes” at the end of the demo (e.g. “it could be interesting, I want to debrief internally”), use timeline and sales process steps to see if they’re willing to work to take a step forward.
When asking for power, make it us vs. them.
Align the timeline to close with their best interest in mind, not yours (e.g. Get them excited about more time to implement means a much better customer experience for them).

PATH TO PRESIDENT’S CLUB

RESOURCES DISCUSSED

2023-04-12 32 min

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