So What?  Who Cares?

So What? Who Cares?

Every AE should think about ‘So What’ for every step of their value prop. As an example, (1) So your service saves your prospect time? So what? (2) So now your prospect can spend time working on projects they have not had time to work on? So what? (3) So...
Asking for permission

Asking for permission

It NEVER hurts to ask your prospect for permission on a discovery call: ‘Is it ok if I ask you a few more specific questions about that?’ NO ONE says no. In fact, they might just say ‘Of course you can, you don’t have to ask me...
After the demo

After the demo

Some great questions at the end of the demo are (1) ‘So, what are your initial thoughts? FOLLOWED BY (2) ‘How do you feel about the pricing?’ The first question is a soft ask, without them feeling pressured to feel one way or the other. The second...
It may not be a fit

It may not be a fit

Although counterintuitive, I find that on a cold call, expressing uncertainty to your prospect about whether or not your service is a fit for them helps lower their resistance level and relate to you more as a person. Examples would be ‘I’m not sure...
The scale

The scale

AFTER A DEMO, a good question I like to ask is, ‘So, on a scale of 1-10, ‘1’ being “this is the most useless product I’ve seen,” and ’10’ being “this is amazing we have to have it,” where do you feel you are...

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