Latest / 30 Minutes to President's Club | No-Nonsense Sales
#121 - Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
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FOUR ACTIONABLE TAKEAWAYS
When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem).
Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation.
When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has.
Before giving concessions or discounts…
The skinny
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