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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
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Things you can steal
156 (Sell): Amplifying authenticity to soft close across the sales cycle (JC Pollard, Mid-Market Account Executive @ Gong) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
