Sales Sales Sales
10+ years in sales
Joined April 2021
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AE (Account Executive)
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AE’s - those with the highest close-rates & deal sizes are consistently the ones who talk ‘price’ at the right time.
ROLE PLAY - How to set the agenda and expectations with a prospective client.
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
AE’s - Try your best to identify all the ‘key decision makers’ early in the process. You might feel that it’s necessary to wait or to be delicate in how you ask for other people’s involvement – but don’t
Prospects size you up quickly, and change their minds slowly. Instead of resisting that fact, understand how to make your personal presence work for you rather than against you. This short clip explains why a majority of your meetings should be via zoom.
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