The Greatness Machine is on a Quest to Maximize the Human Experience! Join Award Winning CEO and Author, Darius Mirshahzadeh (pron. Mer-shaw-za-day), as he interviews some of the greatest minds in the world―turning their wisdom and experience into learnings and advice you can use in your life so that you can level up and create greatness. Join Darius as he goes deep with guests like: Moby, Seth Godin, Gabby Reece, Amanda Knox, UFC Ring Announcer Bruce Buffer, Former FBI Negotiator Chris Voss ...
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内容由Avoma, Inc. and Aditya Kothadiya提供。所有播客内容(包括剧集、图形和播客描述)均由 Avoma, Inc. and Aditya Kothadiya 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品,您可以按照此处概述的流程进行操作https://zh.player.fm/legal。
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When to challenge a prospect?
Manage episode 344505975 series 3317421
内容由Avoma, Inc. and Aditya Kothadiya提供。所有播客内容(包括剧集、图形和播客描述)均由 Avoma, Inc. and Aditya Kothadiya 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品,您可以按照此处概述的流程进行操作https://zh.player.fm/legal。
In this episode, Stephen Cann (Director of Enterprise Sales, Avoma) and Yaag discuss how and when to challenge your prospect during a deal? Stephen shares his experience on how to challenge the prospect across stages such as prospecting, discovery, indecisive moments, and more. ➡️ Key Points covered 00:00 - Intro 01:37 - Challenging the prospects all the time 03:05 - Challenging at the prospect stage 04:15 - The key is to understand the problem 04:35 - Qualify and turn down meetings 06:10 - What to look for in the discovery stage 07:59 - Challenging during prospecting vs discovery 08:30 - Need to identify the perceptions of the prospect 10:20 - Helping to surface the problems 11:37 - Digging into the problem 2-3 levels deep 14:40 - Go beyond symptoms to understand the pain 15:40 - Don't be a Labrador rep :) 16:18 - Getting something in return for specific requests 19:48 - What to do when you sense indecision? 22:56 - What gives you the authority to challenge? 26:34 - Key takeaways
…
continue reading
30集单集
Manage episode 344505975 series 3317421
内容由Avoma, Inc. and Aditya Kothadiya提供。所有播客内容(包括剧集、图形和播客描述)均由 Avoma, Inc. and Aditya Kothadiya 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品,您可以按照此处概述的流程进行操作https://zh.player.fm/legal。
In this episode, Stephen Cann (Director of Enterprise Sales, Avoma) and Yaag discuss how and when to challenge your prospect during a deal? Stephen shares his experience on how to challenge the prospect across stages such as prospecting, discovery, indecisive moments, and more. ➡️ Key Points covered 00:00 - Intro 01:37 - Challenging the prospects all the time 03:05 - Challenging at the prospect stage 04:15 - The key is to understand the problem 04:35 - Qualify and turn down meetings 06:10 - What to look for in the discovery stage 07:59 - Challenging during prospecting vs discovery 08:30 - Need to identify the perceptions of the prospect 10:20 - Helping to surface the problems 11:37 - Digging into the problem 2-3 levels deep 14:40 - Go beyond symptoms to understand the pain 15:40 - Don't be a Labrador rep :) 16:18 - Getting something in return for specific requests 19:48 - What to do when you sense indecision? 22:56 - What gives you the authority to challenge? 26:34 - Key takeaways
…
continue reading
30集单集
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