#186 - Amplifying authenticity to soft close across the sales cycle (JC Pollard, Mid-Market Account Executive @ Gong)
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FOUR ACTIONABLE TAKEAWAYS
- Use the 3x3 after your opener: “I noticed this, this, and this about you…how familiar are you with what we do?”
- Be outrageously authentic. Example: “I would’ve been fired if I only closed deals with allocated budget.”
- Set the expectation for three call outcomes upfront. At the end, tell them you think we’re at a 1 (which means buying this now), and ask them to validate that.
- Use a soft close to skip a pilot. You’re either ready to move now, which gives us commercial flexibility, or need us to invest more time and resources to prove the use case.
PATH TO PRESIDENT’S CLUB
- Mid-Market Account Executive @ Gong
- Enterprise Business Development Representative @ TigerConnect
- Head of Personal Training @ University of Oregon
RESOURCES DISCUSSED
More description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
But wait, there's even more Gong x 30MPC at our Master Class Series :)
FOUR ACTIONABLE TAKEAWAYS
- Use the 3x3 after your opener: “I noticed this, this, and this about you…how familiar are you with what we do?”
- Be outrageously authentic. Example: “I would’ve been fired if I only closed deals with allocated budget.”
- Set the expectation for three call outcomes upfront. At the end, tell them you think we’re at a 1 (which means buying this now), and ask them to validate that.
- Use a soft close to skip a pilot. You’re either ready to move now, which gives us commercial flexibility, or need us to invest more time and resources to prove the use case.
PATH TO PRESIDENT’S CLUB
- Mid-Market Account Executive @ Gong
- Enterprise Business Development Representative @ TigerConnect
- Head of Personal Training @ University of Oregon
RESOURCES DISCUSSED
2023-08-02
34 min
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