The War Room
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Re-booking a lost opportunity

So I am a full cycle AE, and booked a meeting with someone who had already gone through our discovery/demo process with a former AE.


This former AE, from what I can tell, did not do a great job with this prospect.


Clearly there is a reason they booked a second discovery though.


So what is the best way to approach this meeting to uncover true pain, and ultimately give this the best shot to cross the finish line?

πŸ‘‘ Sales Strategy
☁️ Software Tech
β˜‘οΈ Qualification Calls
7
funcoupons
WR Officer
+12
that's queen coups to u
Ask them.

"I noticed we've talked to you before but it doesn't look like we got to the finish line. What happened?"
CharmingSalesGal
Politicker
+8
Account Executive
LOVE this question!!! It breaks down any barriers and level sets, makes the client feel at ease in my experience!
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Agreed. And then follow up with what has them interested in speaking again. There is clearly some point of interest.
Bittersweet0326
Politicker
+5
Digital Business Associate
Just be honest. I would say - from what I understand here is what you talked about previously and here is how we would be a good fit for your needs. Obviously I wasn't here for the last demo, so what did we need to accomplish today in order to do business?
CharmingSalesGal
Politicker
+8
Account Executive
You could also try creating a Mutual Action Plan (to get things done) but also create an overview of what you/the former rep heard last time and ask "What else is missing?" to the prospect.
GDO
Politicker
+7
BDM
When in doubt use the β€œwhy”

why did you reach out again? Why did you accept the request. …
CuriousFox
WR Officer
+13
Senior Account Executive
I'm guessing no notes were left in the CRM from the previous AE?

Ask the client. Hey since I'm new to the role could you walk me through blah blah blah?
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