The #1 take away for me was when you said start from the bottom "from the right direction" - (4:56). That made lots of sense. Thank you for these information and actionable videos.
This was super helpful. Believe it or not, I watched your videos in reverse, three, then two. This helped me validate what I was doing correctly as I had flipped the conversation. The customer wanted to start with expertise; I started with the client and solution. Why three, then two? I'm approaching the end of the deal and needed to simplify my offering.
Another great video! I don't know if the CEO is always the best person to talk with. I find that most of the time another manager that is charged with the responsibility is the best person to talk to. Sometimes that manager has to discuss it with the CEO before finalizing the deal. But then the manager acts like an influencer in the CEO's descision making part of his mind. Now that i think about it, i don't talk much with CEO's about formal proposals. I have more the informal types of conversations with them. Wich is fine by me..
Indeed, sometimes the title of the core decision maker changes. Still you always must be prepared to have the right kind of conversation. Solid work Dudley.
Somewhat true. 4/5 sales people will focus on outcomes. Making the CEO BELIEVE that YOU are the person who can deliver the outcome is what is most important. I think that's what is being discussed us
Great value thank you this has always frustrated me.
The #1 take away for me was when you said start from the bottom "from the right direction" - (4:56). That made lots of sense. Thank you for these information and actionable videos.
You are welcome. Thank you for taking the time to comment!
This was super helpful. Believe it or not, I watched your videos in reverse, three, then two. This helped me validate what I was doing correctly as I had flipped the conversation. The customer wanted to start with expertise; I started with the client and solution. Why three, then two? I'm approaching the end of the deal and needed to simplify my offering.
Love to hear it! It is interesting insight to hear that you watched the videos backwards. Whatever it takes to get a deal done!
Great video. I enjoyed the doctor vs. car salesman analogy.
I appreciate that. It took a while for me to find a simple framing for such a complex topic!
Great Video !!!
Another great video! I don't know if the CEO is always the best person to talk with. I find that most of the time another manager that is charged with the responsibility is the best person to talk to. Sometimes that manager has to discuss it with the CEO before finalizing the deal. But then the manager acts like an influencer in the CEO's descision making part of his mind. Now that i think about it, i don't talk much with CEO's about formal proposals. I have more the informal types of conversations with them. Wich is fine by me..
Indeed, sometimes the title of the core decision maker changes. Still you always must be prepared to have the right kind of conversation. Solid work Dudley.
HOLA.JOSE.EL.ES.GENIAL.SABE.LOS.DICE.MUY.BIEN
focus on outcomes they want
100%!
Somewhat true. 4/5 sales people will focus on outcomes.
Making the CEO BELIEVE that YOU are the person who can deliver the outcome is what is most important. I think that's what is being discussed us
My greatest take away:Understanding that client is not an expert and they do not want to become one.
CEO do not have time for me, it is my job to make them interested and I have to honor the fact that they allocate time to hear me