A Founder’s Guide to Sales Meetings

https://medium.dave-bailey.com/a-founders-guide-to-sales-meetings-ddb9aff7d3de?source=friends_link&sk=812caf836060a8f3b668e95ac76fc08b

by davesuperman • 7 years ago

3 2 7 years ago

medium.dave-bailey.com

BaoomB• 7 years ago

Nice little collection of questions, I'll give them a go. I'm curious, what kind of responses have you seen to "Would this work in an environment like yours?" and why phrase it like this?

davesuperman• 7 years ago

There are a couple of variants of this question:

1) Would this work in an environment like yours?

This is a closed question that gets the receiver to quickly evaluate whether there is a fit, side-stepping the question of price.

2) How would this work in an environment like yours?

This is an open, leading question that gets the receiver to simulate the product in their organisation.

The second is more useful if the prospect is showing strong signs of interest, but can be perceived as coersive if the prospect is still on the fence (in which case the first version may be better).

A Founder’s Guide to Sales Meetings

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