A short YouTube sales tip from creator authentic-beef advising sales reps to ask one direct post-Discovery question to confirm urgency: “Fast forward 90 days — are we okay if that problem is still there? Are we committed to solving this as soon as possible?” If the prospect is committed, proceed to demo; if not, rerun Discovery and identify the true priority before demoing.
A three time sales leader taught me this one question to ensure urgency in every single deal. It's all about getting their commitment to solving this now. And if you don't ask it candidly, you're rolling the dice. So after you finish Discovery, ask this. This might be a silly question, but insert big initiative seems like a really huge priority. Fast forward 90 days. Are we okay if that problem is still there? Are we committed to solving this as soon as possible? Now there's two possible answers number they'll say no, we are committed to solving this now. Perfect. Proceed to the demo right and continue moving on. Or they might share. Hey, it is a really big problem, but it's okay if it's still there 90 days from now. In that case, you need to rerun Discovery and do not just jump back in. You can ask a question like okay, so what trumps blink is an even bigger priority today. Sales reps. You need to stop making assumptions off of more surface level pain. Always double click to validate. It's a priority now, else everything you show in the demo is completely pointless.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
