Prospect: "My boss does not need a demo" AE: "I get that. By the way, to the extent this resonates with you or not, I've been at my firm for some time now, and I've never ended up working with a team where the boss did not at least give herself a chance to ask me direct questions, likely because of misconceptions and avoiding any risks. I could be wrong, although I don't suppose she would want to send $60k without at least speaking to me or someone else. Is that unreasonable?" When a prospect completely blocks you from speaking to their 'boss.' feel free to be honest about what that will mean for you and the prospect. This type of honesty will help increase the probability of a conversation. The goal is to share insights that make enough sense to the prospect that they can't really argue with. Even if it does not work, the question is crafted so thoughtfully, they won't be mad at the question. They love logical reasons for muli-threading. ------ P.S. Join the Discovery movement as my Discovery newsletter is getting better and better - https://lnkd.in/gi86pyws
I love the honesty and the transparency of challenging their statement and asking them to defend it again, but on a deeper level. Have you found it’s better to memorize these phrases exactly or is knowing the framework enough?
Odds are they think that since you haven't shown enough strategic value / framed it for them.
Thanks for the tip Charles Muhlbauer!
Sellers are mostly taught to stick to the script but... they should try offering a 10-min sync with the boss to address risks - and NOT a pitch, just clarity. Keeps it low-friction without being too pushy Teach to adapt to different situations and handle objections
Founder @ Demo to Close / Sales trainer & coach for SMB AEs and SaaS companies that want to sell better & close larger deals / 2X VP of Sales
2dyeah man..i feel like sellers aren't taught enough to be direct with prospects and transparent. your script was solid. Another thing I might do is ask permission to share a concern. e.g. "May I share 1 main concern I have with that?" And when they give you permission (they're now open minded), share the concern.