Hi @Chris Orlob. Once again, great insights! Regarding the Expectation Management, maybe I am wrong but, I have learned that expectations lead to disappointments because they are their root cause. I would rather prefer to frame it to "intention". It will free up the weight and pressure if the expectations is unreal or doesn't align with the client's believes/ values. As a problem-solver sales rep, my apprach is to have the "intention" to solve the client' needs/issues/problems/challenges. It is a shift from focusing on sales (it is about me) to hownto solve their problems ? (It is about them: I want to help you). If you use a good sales structure (like the incredible ones yoi have been sharing in this channel) to uncover pain and match this pain with how your product/service can solve their problem, closing the sale is gonna be just a result of not the goal Would love to hear your thoughts about it? Thanks a lot in advance
10:01 - Thank you for this insight Chris. This is absolutely game changing for me in the way I will approach meetings going forward. The flow to structure a call here is soft, inviting and removes any friction and sets expectations that might come about during the call. In particular, the framing of the script followed by ‘does this seem fair’ is a key phrase I will be implementing from now on. Thank you again for these life changing tips to succeed.
this is great Chris, been feeling like I've forgotten the basics of sales recently so stripping it back and rethinking my method is crucial - thanks so much for sharing!
Thank you, Chris. I am always on the lookout for better sales process strategies that allow me to be more aligned with the prospect, harvest true pain points and establish a scaffolding for potential next step(s) in an overall process. What you provide is not ABC-123, but common sense and professional sales methodologies that work.
To answer why the quote at 0:26 is important, I wrote: "It removes friction in trying to uncover pain by having an agreed upon rules of engagement. You make your buyer give you permission to ask questions which can create a linear path to answering why now, why do anything, and why you?"
Hi @Chris Orlob. Once again, great insights! Regarding the Expectation Management, maybe I am wrong but, I have learned that expectations lead to disappointments because they are their root cause. I would rather prefer to frame it to "intention". It will free up the weight and pressure if the expectations is unreal or doesn't align with the client's believes/ values. As a problem-solver sales rep, my apprach is to have the "intention" to solve the client' needs/issues/problems/challenges. It is a shift from focusing on sales (it is about me) to hownto solve their problems ? (It is about them: I want to help you). If you use a good sales structure (like the incredible ones yoi have been sharing in this channel) to uncover pain and match this pain with how your product/service can solve their problem, closing the sale is gonna be just a result of not the goal Would iove to hear your thoughts about it? Thanks a lot in advance
Great insights Chris! My question is, do you normally dive into your 5-slide presentation that shows the prospect that you understand their problem right after this bit explained in the video ?
Typically yes, but I only use that slide deck if it's obvious that the buyer needs to be warmed up a bit before they are open to having a discovery conversation. If I get the sense that they're already open to that, then I go straight into discovery from here
@@chris_orlob makes total sense. Thanks! I think you also mentioned that with the deck there's a risk of anchoring the conversation to the wrong pain. Say you show the slides and on slide 3 you realize that the problem doesn't resonate much. How do you shift conversation to things that're more relevant for the prospect?
Interestingly, Brandon Sanderson perhaps one of the most successful novelists at the moment says the same thing about expectation management. He frames it as "promises and payoffs". I think it's universal to the way people process any form of narrative.
My transition is usually “I know we don’t have a lot of time so is there anything you’d like to address before we jump into it?” How would you rate it?
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Hi @Chris Orlob. Once again, great insights!
Regarding the Expectation Management, maybe I am wrong but, I have learned that expectations lead to disappointments because they are their root cause.
I would rather prefer to frame it to "intention". It will free up the weight and pressure if the expectations is unreal or doesn't align with the client's believes/ values.
As a problem-solver sales rep, my apprach is to have the "intention" to solve the client' needs/issues/problems/challenges. It is a shift from focusing on sales (it is about me) to hownto solve their problems ? (It is about them: I want to help you).
If you use a good sales structure (like the incredible ones yoi have been sharing in this channel) to uncover pain and match this pain with how your product/service can solve their problem, closing the sale is gonna be just a result of not the goal
Would love to hear your thoughts about it? Thanks a lot in advance
10:01 - Thank you for this insight Chris. This is absolutely game changing for me in the way I will approach meetings going forward. The flow to structure a call here is soft, inviting and removes any friction and sets expectations that might come about during the call. In particular, the framing of the script followed by ‘does this seem fair’ is a key phrase I will be implementing from now on. Thank you again for these life changing tips to succeed.
this is great Chris, been feeling like I've forgotten the basics of sales recently so stripping it back and rethinking my method is crucial - thanks so much for sharing!
Thank you, Chris. I am always on the lookout for better sales process strategies that allow me to be more aligned with the prospect, harvest true pain points and establish a scaffolding for potential next step(s) in an overall process. What you provide is not ABC-123, but common sense and professional sales methodologies that work.
Thanks for this training Chris. I actually think this has applications for coaching discovery calls as well.
To answer why the quote at 0:26 is important, I wrote:
"It removes friction in trying to uncover pain by having an agreed upon rules of engagement. You make your buyer give you permission to ask questions which can create a linear path to answering why now, why do anything, and why you?"
do you have any roleplay for this?
Hi @Chris Orlob. Once again, great insights!
Regarding the Expectation Management, maybe I am wrong but, I have learned that expectations lead to disappointments because they are their root cause.
I would rather prefer to frame it to "intention". It will free up the weight and pressure if the expectations is unreal or doesn't align with the client's believes/ values.
As a problem-solver sales rep, my apprach is to have the "intention" to solve the client' needs/issues/problems/challenges. It is a shift from focusing on sales (it is about me) to hownto solve their problems ? (It is about them: I want to help you).
If you use a good sales structure (like the incredible ones yoi have been sharing in this channel) to uncover pain and match this pain with how your product/service can solve their problem, closing the sale is gonna be just a result of not the goal
Would iove to hear your thoughts about it? Thanks a lot in advance
Great insights Chris! My question is, do you normally dive into your 5-slide presentation that shows the prospect that you understand their problem right after this bit explained in the video ?
Typically yes, but I only use that slide deck if it's obvious that the buyer needs to be warmed up a bit before they are open to having a discovery conversation. If I get the sense that they're already open to that, then I go straight into discovery from here
@@chris_orlob makes total sense. Thanks! I think you also mentioned that with the deck there's a risk of anchoring the conversation to the wrong pain.
Say you show the slides and on slide 3 you realize that the problem doesn't resonate much. How do you shift conversation to things that're more relevant for the prospect?
Chris curious if you think these tactics are relevant on the SAAS service side for consulting firms doing implementations and manage services
I would think so, but to be frank, haven't sold in that industry myself. So, tough for me to answer with authority
Interestingly, Brandon Sanderson perhaps one of the most successful novelists at the moment says the same thing about expectation management. He frames it as "promises and payoffs". I think it's universal to the way people process any form of narrative.
Great insight! Thanks for sharing.
My transition is usually “I know we don’t have a lot of time so is there anything you’d like to address before we jump into it?” How would you rate it?