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This episode of the Live Better Seller Better Podcast features Mor Assouline, Founder of FDTC (From Demo to Close). Mor gives golden tips on how to enter the demo better by asking 3 questions on the prospect's why, goals, and timeline.
By using natural language and conversation, discovery can be done more thoroughly, demos can be performed more impactfully, and get you to the close much more naturally.
SHOW NOTES
HIGHLIGHTS
3 questions to ask before a demo
Your tone matters, so pay attention
Be confident with your ask: Closing is a yes or no question
Remember: It's what's in it for them, not for you
QUOTES
Mor: "There are 3 questions I think are extremely important to find out before you even get started with a demo. It's the why, it's the goals, and it's the timeline."
Mor: "Only show the features, at least in the beginning, prioritize the features that solve the prospect's problem, the challenge, and align to their goals. So if they want to solve a problem or achieve a goal, start with those particular features. Don't waste your time with the bells and whistles."
Mor: "It's like collaboration. How do we get this to the next step and asking that question to the prospect. That's more about what's in it for them."
You can find out more about Mor in the link below:
LinkedIn: https://www.linkedin.com/in/morassouline/
Podcast: https://podcasts.apple.com/us/podcast/saas-talks-from-lead-to-close/id1399730223
Website: https://demotoclose.com/
This episode of the Live Better Seller Better Podcast features Mor Assouline, Founder of FDTC (From Demo to Close). Mor gives golden tips on how to enter the demo better by asking 3 questions on the prospect's why, goals, and timeline.
By using natural language and conversation, discovery can be done more thoroughly, demos can be performed more impactfully, and get you to the close much more naturally.
HIGHLIGHTS
QUOTES
Mor: "There are 3 questions I think are extremely important to find out before you even get started with a demo. It's the why, it's the goals, and it's the timeline."
Mor: "Only show the features, at least in the beginning, prioritize the features that solve the prospect's problem, the challenge, and align to their goals. So if they want to solve a problem or achieve a goal, start with those particular features. Don't waste your time with the bells and whistles."
Mor: "It's like collaboration. How do we get this to the next step and asking that question to the prospect. That's more about what's in it for them."
You can find out more about Mor in the link below:
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Welcome to the Live Better Sell Better podcast with your host Kevin Dorsey of Inside Sales Excellence the #1 Patreon group and Youtube Channel for tech sellers and leaders.
Where we dive deep into tactical advice on how to book more meetings, close more deals, and lead sales teams to success.
Inviting the top experts in the software sales world to talk about every topic you can think of. From Cold Calling, Closing Deals, Storytelling, all the way to Sales Management and Brand Building.
We leave no topic untouched.
PLUS - This show is all about tactical advice, no fluff, no long backstories, just the juicy details.
But we don’t stop there, we also focus on the PERSON in sales person, making sure we also take care of that too. Mindset, mindfulness, goal setting, stress management, we cover it all.
Thank you for listening, and if you’re interested head on over to www.patreon.com/insidesalesexcellence to learn more.
Now with that, get ready, grab a notepad & let’s get into the good stuff!