21 min listen
74 (Sell): Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft)
74 (Sell): Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft)
ratings:
Length:
28 minutes
Released:
Nov 10, 2021
Format:
Podcast episode
Description
Will shares innovative ways to run demo and discovery calls. He explains why you might want to pitch on a discovery, and how to handle that one attendee that asks 438 different questions on the demo.
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Four Actionable Takeaways:
* Tie each feature you demo to the discovery, then an example, then a use case so it really sticks.
* Give examples of how existing customers with similar pain points are using your tool.
* Avoid the deep-cut discovery with outbound prospects, present your thesis and let them react.
* Once you get to power, immediately leverage them into a demo with the entire team for credibility.
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Will’s Path to President’s Club:
* CRO @ Pairsoft
* Former Director of Strategy and Operations @ Adobe Workfront
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
======================
Four Actionable Takeaways:
* Tie each feature you demo to the discovery, then an example, then a use case so it really sticks.
* Give examples of how existing customers with similar pain points are using your tool.
* Avoid the deep-cut discovery with outbound prospects, present your thesis and let them react.
* Once you get to power, immediately leverage them into a demo with the entire team for credibility.
======================
Will’s Path to President’s Club:
* CRO @ Pairsoft
* Former Director of Strategy and Operations @ Adobe Workfront
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Released:
Nov 10, 2021
Format:
Podcast episode
Titles in the series (100)
5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting): Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.Four Actionable Takeaways:Use the respect contract as your agenda to give the prospect the right to say no throughout the callSet a timer 5 minutes before the end of your call to drive next steps every timeUse “commercial terms” instead of “price” when negotiating your dealsWhen you give price, don’t just go silent. Ask “how does that feel?”Richard Harris’ Path to President’s Club:Founder, Harris ConsultingDirector of Sales Training, Sales HackerHost, Surf & Sales Podcast======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creati by 30 Minutes to President's Club | No-Nonsense Sales