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📚 – Key Prospecting Strategies [Wednesday Webinar w/ me]
CONTENT OF THE WEEK
📝 – 3 Reasons why Execs will Respond to Your Outreach [2 min]
💸 – 60 Second Deal Review [60 seconds, duh]
Driving Urgency – 2 Questions
Buyers are coming in with more information to ‘1st conversations’ than ever before.
It can lead conversations astray due to ‘assumptions’ about what your product does and where they see it solving.
It’s still on the seller to identify the #1 priority and ensure it’s something they are committed to solving asap.
Likewise, sellers are told to show up with a ‘point of view’ on their challenges and lead with some research.
It’s really critical to give the prospect a chance to share something that may be more important than the research you presumed, before you go down that entire rabbit hole.
In this scenario, maybe their Cloud product you researched and brought up first is a top 3 focus, but their launch in EMEA is the #1 goal right now.
Without confirming, you could spend the entire call talking about the non-top priority.
How I ask:
“It seems like _____ is a really, huge initiative. Does anything trump that as an even larger initiative this year?”
They will either:
- Confirm that is their #1 focus
- Provide what is actually their #1 focus
Now one more step at the end, before you transition out of discovery.
𝗔𝗳𝘁𝗲𝗿 𝘆𝗼𝘂 𝗳𝗶𝗻𝗶𝘀𝗵 𝗱𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆, 𝗮𝘀𝗸:
“This might be a silly last question but __ seems like a really huge priority.
Fast forward 90 days, are we okay if that problem is still there? Or are we committed to solving this as soon as possible?”
✔️ Now ↳ Proceed to demo
❌ Not committed ↳ Re-run discovery
↳ “Ok….so what trumps __ as an even bigger priority today?”
Never make assumptions that pain means priority.
Double click to validate it’s a priority now.
Else the conversation is pointless.
