5 prescriptions to close deals faster
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The document provides 5 prescriptions for closing deals faster: 1) Perform effective discovery to understand customer needs and pain points. 2) Use pain mapping to understand problems at different depths and identify "core pains". 3) Tailor product demos to directly address identified pain points. 4) Provide a valuable takeaway for customers to show benefits beyond signing. 5) Use prescriptive closing language to assume the customer is ready to proceed with onboarding. The goal is to understand customers thoroughly and position the solution as a "painkiller" rather than just features to directly address their problems.
5 prescriptions to close deals faster
- 1. 5 Prescriptions to Close Deals Faster
- 2. SPEAKERS JARED FULLER VP SALES & BD PANDADOC KYLE BASTIEN SENIOR SALES TRAINER PROSPERWORKS
- 3. Over 6,000 Companies Trust PandaDoc
- 4. ABOUT PW
- 5. TIP 1: PERFORM EFFECTIVE DISCOVERY Every customer has experienced something that made them consider your solution Pay close attention to their pain points Leave the call with a firm grasp on whats on their checklist of needs
- 6. TIP 1: PERFORM EFFECTIVE DISCOVERY - CONT. Its not about uncovering pain, yet... Goal: Understand your prospects business and each personas goals Look for the inputs for ROI Near term vs. long term goals Document everything
- 7. TIP 2: PAIN MAPPING Three orders of depth What is the problem? What are the impacts? How do they make the prospect feel? Listen and pick up on a prospects emotions Breakdown your product by how it solves individual problems, as opposed to a feature set
- 8. TIP 2: PAIN MAPPING - CONT. Surface pains vs. Core pains The 5 whys Check for indicators of hesitation and other emotional cues If youre not pressing on a nerve, youre on the surface
- 9. TIP 3: USE THE DEMO TO ADDRESS PAIN POINTS Make your solution a painkiller, not a vitamin.
- 10. TIP 3: USE THE DEMO TO ADDRESS PAIN POINTS - CONT. Surface value vs. Core value Discovery drives the roadmap demo Example: Long-term cardiovascular health vs. broken leg
- 11. TIP 4: PROVIDE A VALUABLE TAKEAWAY
- 12. Aligning buyer personas on their journeys Definitive mechanism of alignment & conversion What does it mean to become a customer after they sign? TIP 4: PROVIDE A VALUABLE TAKEAWAY - CONT.
- 13. TIP 5: PRESCRIPTIVE CLOSING Wrap things up by being assumptive in nature Be like a doctor - no one argues with a doctor Example: Ask Ready to start onboarding? then inform them how you and your team will be following-up
- 14. TIP 5: PRESCRIPTIVE CLOSING CONT. Suggestions are worthless, recommendations are invaluable Rapport & trust are not the same thing youre not making friends You dont need this more than your prospect does