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ACTIONABLE TAKEAWAYS
Section 1 - Agenda: Have a plan & share it. Call out surprises before they, ya know, surprise you.
Section 2 - Set the Table: Teach your customer something they don’t know, and you’ll gain credibility in their eyes.
Section 3 - Dig In: Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too.
Section 4 - Dessert: Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call.
PATH TO PRESIDENT'S CLUB
Account Executive @ Gong
Advisor @ Aligned, Chili Piper, and Ramped
Instructor @ Sales Impact Academy
RESOURCES DISCUSSED
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Things you can steal
Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
