SDR’s and AE’s- When in a Discovery call, remember to just ask one question at time…
Episode 5 of @demolitions is featuring Jenna Scapinello, an Account Executive from Vidyard and also a Replayz customer!
Jenna navigates very well through this sales conversation. Check out a clip here where Scott Barker and Dave Kennett comment on this one area:
Have you ever been guilty of what we call at Replayz, ‘Machine Gun Questioning?’ I know I have!
In a sales call, it’s easy to get excited and rattle off a few questions at once. Of course, the inevitable consequence of this is that the prospect typically only answers the first or last question or worse, gets confused and doesn’t know where to start.
Always remind yourself to slow down, stay present and ask one question at a time!