Great one Kyle. Often we gain only a single 15 min call with a CEO or other Deciders. How would you structure a short dense list of questions encompassing some discovery, qualifying, empowering the no, and assumes we will likely not get to talk again, before say a case is presented to them?
Too much nuance to give an exact prescription as it depends on stage of deal. I'd say qualify that the problem you are solving is also important to them and only ask questions they are uniquely able to answer. I wouldn't worry about empowering the no in that type of conversation as 1) it's unlikely early discovery, 2) execs have no problem saying no, and 3) you will be asking them a point blank question to see if the problem you solve matters to them.
@@salesintroverts good points, thx, the last q is key, maybe something: "Kind of a blunt question, Bob, but I have to seen similar companies to yours also losing/foregoing XXX, who after a long evaluation to fix it, decide it's easier to push it off to next year than change now. What's different in your case?
you can send helpful content once a month or so. sometimes though it's best to just move on and find people where your solution maps to their priorities.
Brilliant, empowering the no! Thanks so much Kyle!
happy it's helpful!
Can't believe I'm only just finding out you have a UA-cam channel mate. Heaps of content as well!
I hope it's helpful!
Great one Kyle. Often we gain only a single 15 min call with a CEO or other Deciders. How would you structure a short dense list of questions encompassing some discovery, qualifying, empowering the no, and assumes we will likely not get to talk again, before say a case is presented to them?
Too much nuance to give an exact prescription as it depends on stage of deal.
I'd say qualify that the problem you are solving is also important to them and only ask questions they are uniquely able to answer.
I wouldn't worry about empowering the no in that type of conversation as 1) it's unlikely early discovery, 2) execs have no problem saying no, and 3) you will be asking them a point blank question to see if the problem you solve matters to them.
@@salesintroverts good points, thx, the last q is key, maybe something: "Kind of a blunt question, Bob, but I have to seen similar companies to yours also losing/foregoing XXX, who after a long evaluation to fix it, decide it's easier to push it off to next year than change now. What's different in your case?
If it is not a priority, how do you entertain the prospect to stay on top of mind when it is the right time?
you can send helpful content once a month or so. sometimes though it's best to just move on and find people where your solution maps to their priorities.
Yay!
thank you!