#155 - Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Download KD's "Did I" Checklist Manifesto
FOUR ACTIONABLE TAKEAWAYS
- After the demo, get a sense of what they liked and use it to justify your ask to power.
- Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission.
- When you get to power, recap the key problems you found first, then open it up and ask what’s important to them.
- Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver.
PATH TO PRESIDENT’S CLUB
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED
More description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Download KD's "Did I" Checklist Manifesto
FOUR ACTIONABLE TAKEAWAYS
- After the demo, get a sense of what they liked and use it to justify your ask to power.
- Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission.
- When you get to power, recap the key problems you found first, then open it up and ask what’s important to them.
- Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver.
PATH TO PRESIDENT’S CLUB
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED
2023-02-22
28 min
Listen elsewhere
Available Results
Generated results are saved to your library for reuse and search.
No generated results are available for this episode yet.
Transcript
No transcript is available for this episode yet.
Sign in to generate a transcript for review.
Sign in
Chapters
No chapters available.