Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel | Ep. 277 (Sell)

30 Minutes to President's Club | No-Nonsense Sales

Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.

17d ago 40:34

ACTIONABLE TAKEAWAYS:

Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.

MARK'S PATH TO PRESIDENTS CLUB:

RESOURCES DISCUSSED:

434 에피소드

45 subscribers

published 17d ago

ACTIONABLE TAKEAWAYS:

Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.

MARK'S PATH TO PRESIDENTS CLUB:

RESOURCES DISCUSSED:

434 에피소드

플레이어 FM은 웹에서 고품질 팟캐스트를 검색하여 지금 바로 즐길 수 있도록 합니다. 최고의 팟캐스트 앱이며 Android, iPhone 및 웹에서도 작동합니다. 장치 간 구독 동기화를 위해 가입하세요.