Hi team,
I coached my BDR in an AE interview that he aced by following simple steps in the demo process of the interview. Everyone will have a different scenario, but this is a broad guideline that will work in SaaS/PaaS or general sales:
Open up with intro, agenda and upfront contract (asking for the business, agreeing to secondary meeting if the value is there)
L1, L2, L3 questions (Why are you losing money? What impact does this have on you? The business? What happens if we don't solve this?)
Avoid using closed questions that result in Y/N. Use T.E.D.W. = Tell me, Explain to me, Describe to me, Walk me through)
Only show things in the demo that are relevant to your prospect/audience and keep circulating their pain points!
Make sure you close them!!!!
"Based on our conversation thus far, I feel that our companies would mutually benefit from a strategic partnership - are you open to setting up a more in-depth discussion on pricing?"
Here are some rebuttals:
Question: What does it cost?
Response: We're currently changing our license model as we expand our customer base to stay competitive, I'd like to customize a solution based off our conversations. Let's involve your CTO/ CFO to walk through the proposal and answer any questions they may have on the solution; does 4 pm EST this Thursday work?
Statement: We don't need to involve anyone else at this moment
Response: Totally understand, I find that it's much easier to have these conversations openly as it affects your entire org - but I don't want to overstep. How do you typically buy solutions and when or whom do you involve internally when selecting a vendor?
I hope this helps someone, and as always, I am happy to help anyone.
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