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On a cold outreach, should I talk more on their challenge or talk more on what our product and features can help?
🦾 Hardware Tech
☁️ Software Tech
Bean Juice Drinker | Sales Savant
Basic psychology comes into play here: People, generally, only care about themselves. Rarely, if ever, will they pick up the phone and be excited to hear about what you do and why you are special. So, with that in mind, focus on the challenges you help people like them solve based on your ICP, current customers, etc.
Once they agree to a broader conversation you can start to introduce how your product solves the challenges and pain points you have uncovered via your discovery process. It has to feel like a natural pathway to introducing solutions to problems, not finding a problem for your solution.
Broadly, their challenge.
Get them to nod their heads and go "yeah, that's me," and then ask if discussing a solution to said challenge is worth a brief conversation.
Curious - what do you sell & who do you sell to? Might be helpful to give bore specific advice.
Enterprise Account Executive
Challenge. Drive that pain in their chest and let them feel it with an intentional pause then say they’re pain again
“Your wife left you…….. your wife… left you.”
Senior Account Executive
Talk about their challenges. Folks will always talk about their favorite suject - themselves.
Once you get the conversation going, go to the next step in your cadence.
I think the whole “people love to talk about themselves” thing to be bullshit. Name one person who likes to talk about themselves TO A STRANGER. People open up when they’ve decided you’re someone worth hearing out. But who knows I could be dead wrong.
I believe you are wrong. Would you rather I ask you a question or tell you about me?
If someone walks up to me on the street and starts asking about how much pain I'm in, that's just freaking weird.
"Hey bro, it sure is tough to manage your finances, innit?"
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This is a WILD take. People default to talking about themselves, especially when talking to a stranger, what the fuck else are they going to talk about.
Talk about their challenges. No one gives a shit about your features.
I’d rather they talk about both. Otherwise it feels like an interrogation. And if they have an interesting life, I’d love to hear more about them.
My general rule: keep your big mouth shut. It pays. There’s probably about 10 bots messaging your prospect right now with a spam message saying “our stuff does this…” if you ask about them, they’ll generally end up you ideas on how to add value
I think its best to let them do all the talking and you just ask the questions to get them speaking - always listen that is key also to show you are engaged with them and not just trying to sell them your product
LinkedIn outreach has changed over the years but still fruitful as a lead gen source. Whats your go to LinkedIn outbound strategy? Are you a dive into a sales pitch persons or butter the ego before? Interested to hear everyones thoughts...
AE’s - here’s a very client-centred way to gather information about ‘WHEN’ a decision needs to be made. Doing it this way will help you shorten sales cycles and build trust. Keep in mind - not every question I ask in this example is a perfect fit for every buyer, but should give you a good place
I think I was just told to bring them a new client so they can use our product?
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