ACTIONABLE TAKEAWAYS:
Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.
MARK'S PATH TO PRESIDENTS CLUB:
Commercial Sales Manager @ Procore
Sales Manager, Emerging @ Procore
Enterprise Account Executive @ Procore
Senior Account Executive, Mid-Market @ Procore
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Michelle Cecil Episode
Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel | Ep. 277 (Sell) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
