29 min listen
88 (Sell): Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
88 (Sell): Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
ratings:
Length:
31 minutes
Released:
Feb 23, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Start your demo with a round of intros + what each person wants to get out of the call.
Recap stories and pain points from your disco before showing a related feature.
Validate whether or not the feature you showed actually solves their problem.
Justify the questions you ask to help lower the customer’s guard.
PATH TO PRESIDENT’S CLUB
Founder of FDTC (From Demo To Close)
Former VP of Sales @ Okendo
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Start your demo with a round of intros + what each person wants to get out of the call.
Recap stories and pain points from your disco before showing a related feature.
Validate whether or not the feature you showed actually solves their problem.
Justify the questions you ask to help lower the customer’s guard.
PATH TO PRESIDENT’S CLUB
Founder of FDTC (From Demo To Close)
Former VP of Sales @ Okendo
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Released:
Feb 23, 2022
Format:
Podcast episode
Titles in the series (100)
2: Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast): Mark Raffan has negotiated against the best and has trained the likes of Chris Voss. A must-listen if you’ve ever found yourself in a cutthroat deal cycle.Four Actionable Takeaways:Before a negotiation, know YOUR needs / wants + THEIR needs / wantsSet expectations upfront that we don’t do end of month discounts before you need toSay the price and shut-up. Don’t try to justify it, it shows insecurityWhen they ask for discounts, ask probing questions to discover the truth behind the ask.Mark Raffan’s Path to President’s Club:Host, Negotiations Ninja PodcastPresident, Content CalloutNegotiation Master Class, Harvard University======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales