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FOUR ACTIONABLE TAKEAWAYS
Offer them value instead of meetings.
Frame your asks in terms of what they will get out of the meeting. If someone is on a competitor, offer insights on where that competitor may fall short.
Politely illuminate things that might be a bit “off” in their business.
Provide an off-ramp for the prospect by making them explain why they are willing to invest in the next step. “Where does this rank in your priorities? You have to do X, you have to do Y.”
PATH TO PRESIDENT’S CLUB
SVP Sales & Partnerships @ Owner
Director of Revenue and Merchant Success @ Shopfiy
VP Sales @ League Inc.
Director, Inside Sales @ Vision Critical
RESOURCES DISCUSSED
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Things you can steal
154 (Sell): Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
