135 (Sell): Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
135 (Sell): Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
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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
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