“I don’t have to show every little tiny detailed feature, but I need to understand, what are the top three things that you have problems with. What are your top three pains?” – Mike Wander in today’s Tip 1522
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from our friends at Allego and their EnableMinutes show. This one features Mike Wander. Mike is an AE at Lavender, an AI email assistant that helps you write better emails faster. Here he is:
Mike Wander: How do you lead with product without actually leading with product? Because that’s what sales is. And you focus on that human-to-human interaction. I book a 30-minute call, and that 30-minute call, I accomplish discovery and I also will demo the product. Now, I only spend about five or six minutes actually showing what Lavender does. And the reason being is because I don’t have to show every little tiny detailed feature, but I need to understand, what are the top three things that you have problems with. What are your top three pains? And then I have to be thinking constantly, how is Lavender best suited to help you? And so when I’m talking through the product, I’m talking through, Okay, when your team is using this, your team spends 15 minutes writing an email, it should only take them two. That’s because they’re switching through all these tabs. So let me show you the workflow on how it would look for your team to actually write an email with Lavender. And so I’m showing you features of the tool, but I’m actually just solving your problem. I’m not actually telling you, Well, we do this and we do this, and we can also do that.
Scott Ingram: For links to connect with Mike, and to subscribe to EnableMinutes on your favorite platform, just click over to DailySales.Tips/1522. Once you’ve been over there, be sure to come right back here for another great sales tip. Thanks for listening!