141 (Sell): Mapping the path to close and navigating to your destination (Justin Solis, Enterprise Account Executive @ Pave)

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FOUR ACTIONABLE TAKEAWAYS

• Start your demos by setting the scene. Orient your buyer as to who they are in the demo and what they are doing in their day.
• If you get a mild “yes” at the end of the demo (e.g. “it could be interesting, I want to debrief internally”), use timeline and sales process steps to see if they’re willing to work to take a step forward.
• When asking for power, make it us vs. them.
• Align the timeline to close with their best interest in mind, not yours (e.g. Get them excited about more time to implement means a much better customer experience for them).

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ Pave
• Sales Trainer @ Flockjay
• Head of Revenue @ Whistle
• Enterprise Account Executive @ Chili Piper

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal