Cluely stole the headlines this week.
NEWS TO KNOW
Roy Lee was kicked out of Columbia for cheating.
So he did what anyone else would do to learn from it…
He created a startup that helps people “cheat on everything.”
a16z is under fire for giving them $15M.
📚 – 5 ways to get cell phone level with prospects
BEST FROM LAST WEEK
📝 – 1 Page Exec Summary Template
💸 – “Just send me pricing” … how to respond
📚 –Discovery Red Flags to Drive Deals (Me on Thursday, Free)
UPCOMING (EVENTS, WEBINARS)
Why Your Deal Won’t Close
My favorite discovery question, to seek out risk.
Look through your pipeline.
Identify anything middle-to-late stage.
Now cross reference your calendar and see who you have meetings with set.
In each of those, I want you to ask one question:
Hey Chris – It feels like things are on a good path so far.
Say we fast forward to (insert date you want) and we haven’t kicked off a partnership yet, what’s the biggest 2 reasons why that’d be?
Now be quiet and just listen.
Do NOT address any reasons or objections that they share.
Ask another 1-2 questions to dig deeper into them.
Seek it out
Then ask for your partnership together on how to get in front of that.
Something like this:
“Hey Chris – it sounds like price is still the biggest risk here when you bring this to your CFO.
I can imagine he will want to ensure there’s a ROCK solid business case for the why behind it.
Can we set up some time to workshop that together and partner on that?”
I’ve never regretted asking that question to a prospect.
Do it at least twice this week.
Sad to see continued escalation of international conflict.
Thoughts and prayers for peace this week.
