113 (Sell): Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)

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FOUR ACTIONABLE TAKEAWAYS

• Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone.
• Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem.
• Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up.
• Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off?

PATH TO PRESIDENT’S CLUB

• Founder & Host @ 30 Minutes to President’s Club
• VP of Sales @ Pave
• Director, Sales @ Carta
• Sr Associate, Corporate Strategy & Venture Investments @ Flex

RESOURCES DISCUSSED

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• Things you can steal