Props vs Jargon
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Negotiating With Yourself
Don’t offer a discount too early! If the customer hasn’t asked for a discount, there is no need to offer one up right away. Discounts can be super valuable and if you’re going to give one, use it as a strategic tool. Maybe to get a quicker close, or including customer success seats....
Light a fire
Dave Kennett & Scott Barket dissected the classic sales scene from “Tommy Boy” on a bonus episode of Demo-litions. We hope you laugh as much as we did filming it. PSA: Replayz & Sales Hacker do not condone lighting a fire in a prospect’s office. We’ve yet to fully A/B...
Find Your Highlight
When a prospect gives you a positive response, Make sure you double-click on it. If they say “That’s cool!” Respond with “Totally, what exactly excites you there?” If they say “Love it” Respond with “Great, what specifically do you love about it?” You want to stay in that positive ...