How great SaaS sellers 'create urgency from thin air' and SELL through an economic meltdown: Join SaaS Discovery Masterclass HERE: www.pclub.io/discovery
Career sales here. This is a great setup but also sends up a red flag. It's called talking passed the sale. Many reps are so over trained that they feel too much the importance of thoroughly covering every step of the process. You must be super vigilant of the prospects body language and comments. cause they rarely say exactly what they mean and seldom mean exactly what they say. Maybe the prospect never disclosed to you that his bro in law has been using this product for a year and shows very measurable increase in profits and your prospect is THAT close to saying. "where do I sign". But if you have not reached the last step yet you just keep on with the process and neglect to do a trial close. You go home empty handed.
How great SaaS sellers 'create urgency from thin air' and SELL through an economic meltdown: Join SaaS Discovery Masterclass HERE: www.pclub.io/discovery
This is GOLD thank you! How do we get parts one and two?!
go.pclub.io/discovery
Chris this is superb info, thanks for taking the time to share!
Love this Chris!
Career sales here. This is a great setup but also sends up a red flag. It's called talking passed the sale. Many reps are so over trained that they feel too much the importance of thoroughly covering every step of the process. You must be super vigilant of the prospects body language and comments. cause they rarely say exactly what they mean and seldom mean exactly what they say. Maybe the prospect never disclosed to you that his bro in law has been using this product for a year and shows very measurable increase in profits and your prospect is THAT close to saying. "where do I sign". But if you have not reached the last step yet you just keep on with the process and neglect to do a trial close. You go home empty handed.
You're either watching this out of order or have only watched parts of this.