Brian LaManna says your opening question determines what answers you get. Do your homework before the call and ask something specific and researched, not generic questions like "what are your top priorities." This separates you from unprepared sellers and earns respect early.
Weak questions get weak answers and really strong questions get really strong answers. So you want to look back to like how you are delivering your first questions. If you just ask, hey, what are the top 2 to 3 priorities? Leslie might say revenue. But if you come in and you say, hey, Leslie, your time is valuable. You scheduled 30 minutes with us. And I assume you don't do that with, you know, vendors all the time. Here's the homework that, you know, I did coming into this call. Here's some of my research. You start to rattle off and you come in with a really crisp first question. You're going to knock them off the floor. You're going to, you know, get them to open up more because you're immediately differentiating yourself versus the other 90% of sellers that are going to come in unprepared. They're going to ask that really generic question. And I think the earlier you do differentiate yourself and earn their respect, the better the rest of your sales cycle will be as well.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
Deal Cycles Happen Between Meetings... What Questions to Ask #saas #sales #techsales #prospecting
