Short transcript excerpt advising sales reps on handling the common 'partner' objection during discovery calls. Key tactics: frame meeting scheduling as a benefit to avoid wasting attendees' time, reserve delivering the proposal/offer to preserve bargaining leverage, and schedule a follow-up call that includes the partner so decisions can be made efficiently.
Just like to make sure that everyone's on the call so I don't waste your time. And we can make sure that we have enough time for everything. So always frame it as a benefit for them where it's like, I don't want to waste your time. I want to just make sure that we're able to cover everything in as few meetings as possible. Yeah, yeah, yeah, I'll have to. And then in the call, like when they say, like, if you get to the end of the discovery and you're like, oh, shoot, they have a partner, I would reserve the offer and maybe just say something like, hey, I'm going to put together a game plan. Let's hop on another call with you and the partner that way because, like, when you give away that when you, when you give the offer, you give away all your leverage, right.
