Hall of Fame: Spencer Ivey

FOUR ACTIONABLE SALES TAKEAWAYS

During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant.
Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity.
Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting.
When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request.

PATH TO PRESIDENT’S CLUB

RESOURCES DISCUSSED

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