“So one of the key things that I think the core elements to my success is really looking for that no as early as you can, as well as being able to quantify your results.” – Charlotte Lloyd in today’s Tip 1183
What’s your thought about this?
Join the conversation below and check out the full interview with Charlotte!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got another clip from my interview with Charlotte Lloyd of Investment Monitor. Listen to this:
Charlotte Lloyd: When I’m going through the demo, and I see it as a second sort of chance, as a discovery, it’s a continuation of the discovery call. I would look to disqualify to qualify. So this is something that I’ve had to really get used to. And I think earlier on in my sales career, it was something that I avoided. I didn’t want to hear the no. I think every salesperson should be looking for the no, looking for the no as soon as they can to be able to fail fast. And then, of course, every no that you get brings you closer to a yes. So one of the key things that I think the core elements to my success is really looking for that no as early as you can, as well as being able to quantify your results.
Scott Ingram: Such good stuff. And you did a great job of really articulating kind of getting to that no early and not wasting your time on deals. But you said something else I want to double down on, which is you talked about the demo is a continuation of discovery. Talk about that more.
Charlotte Lloyd: Yeah. So often my discovery calls, I’ll block 30 minutes. I like to keep it short. In the beginning, I like to be able to ask a certain number of questions. And it’s also maintaining that excitement and intrigue about how your product can solve your prospect’s problem. So getting onto a demo, I would book, let’s say 30 to 45 minutes. And then going through that call, first off, I would start on the demo and say, “Look, at the end of this call is going to go one of two ways. You might not like this, and that’s okay. You can tell me.” So I want to make the clients feel comfortable that they can say no. I’ve sold to a lot of different obviously, being in a global role, I see a lot of cultural differences between different prospects.
So in Europe, a lot of locations, Latin America is and as well, like Brazil, they don’t like to say no. They’re not comfortable saying no. They will politely say yes. I want to see more, yes I like this. And they might not be being sincere with you. So I really want them to feel comfortable to be able to say no, that they might not like this product. It might not be right for them at the end of the demo.
The second scenario is that you really might like this. And typically you’d want to go overpricing. You might want to see how we can relate this to the business sectors that you’re trying to target. If you want to bring tech companies to Austin, I’m on a demo with the city of Austin. Where you’re from, Scott, then you might want to see how it works and we can go on to a third call and I want them to feel comfortable to tell me what they genuinely think. So I will go through as few slides as possible because it’s not about doing a really good sort of dog and pony show but asking on every single slide, how does this relate back to your business, and are you experiencing these kinds of problems? So I really want to bring out some good questions and hopefully the client, the prospect is going to feel that they can talk a little bit more and that some of the problems that I’m showing them, first off, relate to what they’re experiencing.
So for me, a demo is sort of the second discovery. It’s a really good opportunity to be able to delve more into problems that your prospect is having and how you might be able to solve them when your product might be able to solve them.
Scott Ingram: For links to the full episode and to connect directly with Charlotte, just click over to DailySales.Tips/1183. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!