ACTIONABLE TAKEAWAYS:
Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.
Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.
Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.
Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.
DAN'S PATH TO PRESIDENTS CLUB:
Senior Vice President of Global Sales @ Challenger
VP of Sales, Account Management @ Challenger
VP of Sales, Major Accounts @ Challenger
Managing Vice President, Sales & Community @ Evanta
RESOURCES DISCUSSED:
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Things you can steal
260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
