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“This course is available and delivery within a few hours!”Meet Kaylee Chappelow, mid market account executive at Greenhouse. She wen’t from getting ‘no’ over and over due to a tough economy to using actionable strategies to close more deals.
SaaS Discovery Masterclass – How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown
“How Great SaaS Sellers Find and Quantify BIG Business Pain, “Create Urgency From Thin Air,” And SELL In An Economic Meltdown”
Real Success Stories from Real Tech Salespeople
Meet Jasi Johnson, account director at LinkedIn. She’s using the techniques in SaaS Discovery Masterclass to close more deals and exceed her quota… even in an economic downturn.Â
“Big increase in deals-won!”
Meet Kaylee Chappelow, mid market account executive at Greenhouse. She wen’t from getting ‘no’ over and over due to a tough economy to using actionable strategies to close more deals.
“Strong quarter despite economic headwinds!”
Meet Dee Acosta, Head of Revenue at Hockeystack. In his words:Â “Been through a lot of sales trainings. Most of it generic. That’s not pclub.io. Our revenue slowed down a bit. These courses helped us build pain and ultimate close more deals. Ended up with a really strong Q4.”
Here’s the full curriculum breakdown.
Part 1: Introduction
- Welcome and my journey
- Discovery is (by far) the #1 sales skill (here’s why)
- A ‘quick start’ formula to close deals faster
Part 2: Identify and validate ‘THE’ business pain
- Rules of engagement: three keys to manage call expectations
- The critical difference between inbound and outbound discovery
- Inbound discovery: Meet them where they are (then ‘go back in time’)
- Outbound discovery: How to turn ‘latent pain’ into ‘active pain’
- The Discovery Prompter: How to get a cold buyer willing to talk
- The ‘secret of secrets’ to closing more deals: Peeling back the onion
- Exact words, scripts, and questions to find (and build) deal-closing pain
Part 3: A Field Guide to ‘Cause Analysis’
- Why it’s so hard to find repeatable success in sales
- Cause analysis: the missing link to repeatability
- Exact question to kickstart the diagnostic process
- Open questions: Give your buyer psychological freedom
- Targeted questions:Â Box out your competitors
- A simple three part framework to put it all together
- Emotional cohesion and keeping discovery ‘conversational’
Part 4:Â Building Negative Impact and the Cost of Inaction
- Deal size, sales cycle, and access to power
- Building negative impact (and buying urgency)
- Quantifying pain and building the cost of inaction
- Cross-functional negative impact: expand your footprint
- How to get access to power with ‘who-based’ impact
- A three step framework to put it all together
- How to build negative impact without being cheesy or manipulative
Part 5: Desired Outcome and Future State
- The secret to powerful buying motivation: Contrast.
- How (and why) to build a vision of desired outcome
- How (and why) to build a vision of a desired solution
- How to rig the buying criteria in your favor (and get paid)
- Past, present, and future: The secret to powerful emotion
Part 6: Reveal the True Decision Process to Close Deals FASTER
- The second type of discovery (that most sellers MISS)
- Exactly how to uncover the true decision process
- Who is involved, and how? How to identify the right ‘blend’ of people
- 7 questions to ask (in order) to reveal everything you need to close faster
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Course Features
- Lectures 0
- Quizzes 0
- Duration 10 weeks
- Skill level All levels
- Language English
- Students 52
- Assessments Yes