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Opinion on asking "Industry Question" to a Decision Maker/New Prospect at the start of a Demo/Discovery call? (Recommended in sales trainings)

πŸ“£ Demos
2
sahil
Notable Contributor
+15
Deepak Chopra of Sales
People like to brag about what they do well. Use that against them.

"Hey VP Marketing, I was doing some research for our call and ran into your article re: SDR <> Demand Gen alignment. Super interesting... tell me more about how you got into this topic in the first place."

they will talk and talk.
CuriousFox
WR Officer
+13
Senior Account Executive
This stage you do not want to push your product. You are trying to establish trust and build a relationship. Use this opportunity to find out what their frustrations are, what's working well now and if there's anything they could change what would it be.


WCK
Notorious Answer
+13
Padre de Tequila, General of the Coors Knights
Asking the industry question does a couple things that I really like: One it makes you seem like an expert in the field, bringing the DM's guard down and creating a little trust and Two) Like Sahil said, lt's them brag and talk and they'll unknowingly spill stuff about them/their biz/their pain points etc.
overheard_sales
Politicker
+6
CEO - Overheard_Sales
I think it's a great way to let them know you actually care about their industry and get them talkingΒ 
LoneMaverick
Opinionated
+3
Strategic Account Leader
Can you give an example?
betweenworldandme
Good Citizen
Enterprise Account Executive
"Hey (Prospect Name), Was reading about (Prospect Company Name) and I came cross this interesting story about you partnering with a (Major Tech Firm) Innovation program to develop a new platform designed to help XYZ and wanted to find out how that is turning out because some recent (program name) collaborations have been really interesting."

More on the lines of breaking ice and making them respond to a question that might get them talking straightaway since it is from their field/industry.Β 
1nbatopshotfan
Politicker
+6
Senior Director, Enterprise Technology
To me this feels like a bait and switch, because inevitably it sounds like you’re waiting for them to finish to tell them how you can do xyz and partner in a way that helps. I don’t think it works as an opener but in a second or third discussion.Β 
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Beasthouse
Opinionated
+5
Corporate trainer
i would ask them in an information confirmation way to show you did your research but you better do your research haha

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