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SUMMARY:Strategies for Discovery that Leads to Quantifiable Outcomes
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Andrew Hahn\, Global SaaS Revenue Leader\, as we hone into Deal Management as a skill. Ever got on a customer call\, jotted some notes of keywords your customer said\, and then stared into the abyss not knowing what to do? This course will dive into a three-part structure to best set yourself to lead a discovery call that provides quantifiable outcomes. \n\n\n\nPROGRAM TAKEAWAYS \n\n\n\n\nAsk high-impact\, probing questions that uncover the buyer’s emotions\, pain points\, and motivations for change. Utilize phrases like “describe\,” “give me an example\,” etc.\, to go beyond surface-level responses.\n\n\n\nThoroughly prepare for client meetings by researching the buyer’s company/industry\, developing a call plan\, and using the “triple think” approach to align on what information to convey\, what action to seek\, and what emotions to evoke.\n\n\n\nPractice active listening by avoiding the urge to formulate responses prematurely. Summarize and confirm your understanding of what the buyer is saying to make them feel genuinely heard and build trust\n\n\n\n\nGENERAL PROGRAM INFO \n\n\n\nThis module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification\, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace\, offering flexibility to fit your schedule. \n\n\n\n*Certification Programs do not have an enforced order or limit on timeframe for completion. \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account\, please email hello@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/effective-demo-strategies-8/
CATEGORIES:Certifications
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LOCATION:https://members.salesassembly.com/member-event/effective-demo-strategies-8/
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