FOUR ACTIONABLE TAKEAWAYS
Don't put your customer in box. Use "soft" language like "typically", "usually" and "what I've seen".
Before holding an intro meeting with a new prospect, mine your ecosystem for inside intel about what they care about & what they're like.
Always assume there are multiple decision-makers in a deal (not just 1).
Tell the customer upfront who you're NOT for - it actually makes you appear more credible.
PATH TO PRESIDENT’S CLUB
Head @ DemandJen
Head of Community Growth @ Lavender
Social Social @ Co-Founder
Chief Evangelist @ Challenger
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Things you can steal
176 (Sell): Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
