FOUR ACTIONABLE TAKEAWAYS

Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that.
Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework.
Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion.
Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout.

RESOURCES DISCUSSED

252 (Sell) Own the Sales Cycle: How to Take Command from Call One (John Barrows) 39:00 Share

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