Demo-litions

Ask One More Question

Ask yourself, is there room to ask one more probing question?

This can often get you to the answer behind the answer which can make the difference between a closed won or closed lost deal.

In this week’s episode of Demo-litions Dave Kennett & Scott Barker watch Annabelle Kovacs of Beanworks skillfully navigate the flow of discussion and set the agenda like a pro.

We do see a few minor missed opportunities to go deeper on discovery which could lead to a better negotiating position. But overall, a very successful demo.

I’ve found that if you ask the hard questions up front, the deal gets easier down the line.

And if you go the easier route up front, the deal gets harder down the line.

***How have you trained yourself to ask the difficult questions?***