Ayse G.

More than happy to:)

That's fair😏 Role plays are for challenging the team, putting blockers and being difficult on purpose. Otherwise no point imo. I advise a lot of early stage founders on pretty much GTM, customer development, PMF, marketing, commercials- basically there is a fire I run. I do these with founders, when they are at founder led sales phase. Then we run these with sales closers,etc… It is not a one time thing. It is a muscle that needs to be worked out

That's right:) doing and reading are not the same thing. So role play would be good before going into these calls other than only listening back. Even Voss prepares for negotiation, and he wrote the bible for it😏

Ok you were put under pressure on a deadline mode that created urgency. Which leads to a panic of getting out of the situation and accept because you are uncomfortable. Go back to the negotiation table. Ask this, I am sorry I was caught a bit offguard and might have misinterpreted our salary combersation. Do you think given ‘ put some successes that got you the promotion’ to the company is only worth $5K? The answer you will probably get is ‘no’ which is where you begin. Ask what do we do about that. And pause, let him fill the silence. Mirror back the last three four words he said, pause, he will elaborate, he will feel the need to… from there, it is your opening. Dont quote a price yourself first. Wait for his anchor. And then say that is a good start, how about x, would that be worth us to achieve x,y,z- anchor it at s number that is a bit higher than what you want, and then see what happens:) good luck!!

Sales is negotiation. It is a dance. It is not only rational but emotional as well. It is a value exchange. Think about when some says ‘that’s not fair’ on pricing for instance, the knee jerk reaction is to jump and find a middle ground. That is a bad outcome for both. So ‘that’s right’ gives you the permission to push because the buyer came to where you want them on their own, which means they are under the impression that it is a controlled situation. It is not, you revert your buyer’s anchor. So rather than listening to calls, I would recommend they read Chris Voss- you will ask why, he used to be the top FBI hostage negotiator. So what does that have to do with sales, pretty much everything.

Simple, about unguided questions, that’s what you need. Discovery calls are about understanding the triggers, circumstances, pain points and the opportunity cost. So listening rather than grouping with ‘we see this all the time’ no you don’t. The person experiencing that problem you have a solution for might have different pain points to your buyer. You can’t know that if you are in a rush sell mode and get to the product features. Take pauses, let the prospect fill the silences. Also use mirroring, labelling the frustration, and summarize what you hear. You want a ‘no’, that opens up the discovery instead of a counterfeit yes. When you hear ‘that’s right’ you got the hook. When you hear ‘you are right’ that is trouble and tells you ‘ i am not interested and i want you to go away so will be polite so we can end this call’

Yep pls do

Apollo i dont know. Data tends to be old and mashed with bambora and the others. I would be wary of the segments

I am so sorry about that. It is a shitty feeling for sure. Sales is an art form, especially enterprise SaaS if that is what your background is. Where are you based?