{"id":3005,"date":"2020-08-04T04:30:01","date_gmt":"2020-08-04T09:30:01","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=3005"},"modified":"2020-08-04T06:05:15","modified_gmt":"2020-08-04T11:05:15","slug":"sales-tip-563-power-of-stakeholders-dont-rush-to-demo-jen-ferguson","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-563-power-of-stakeholders-dont-rush-to-demo-jen-ferguson\/","title":{"rendered":"Sales Tip 563: Power of Stakeholders  (Don&#8217;t Rush to Demo) &#8211; Jen Ferguson"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/05\/Jen-Ferguson-1.png?resize=150%2C150&#038;ssl=1\" alt=\"\" width=\"150\" height=\"150\" class=\"alignright size-thumbnail wp-image-3210\" srcset=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/05\/Jen-Ferguson-1.png?resize=150%2C150&amp;ssl=1 150w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/05\/Jen-Ferguson-1.png?resize=100%2C100&amp;ssl=1 100w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/05\/Jen-Ferguson-1.png?w=200&amp;ssl=1 200w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>&#8220;Setting expectations is comforting as long as you tell them why.&#8221; &#8211; Jen Ferguson on today&#8217;s Tip 563<\/p>\n<p><strong>How about you? Do you rush to demo?<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/563\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">Join the conversation below<\/a> and learn more about Jen!<\/p>\n<p><a href=\"https:\/\/sales-911.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Sales 911<\/a><br \/>\n<a href=\"https:\/\/www.youtube.com\/channel\/UCpDedHfgVJpH5LCjTKkT9KQ?\" target=\"_blank\" rel=\"noopener noreferrer\">Sales 911 on YouTube<\/a><br \/>\n<a href=\"https:\/\/www.linkedin.com\/in\/sales911\/\" target=\"_blank\" rel=\"noopener noreferrer\">Jen Ferguson on LinkedIn<\/a><br \/>\n<a href=\"https:\/\/twitter.com\/JFerg507\" target=\"_blank\" rel=\"noopener noreferrer\">Jen Ferguson on Twitter<\/a><br \/>\n<a href=\"http:\/\/DailySales.Tips\/submit\" target=\"_blank\" rel=\"noopener noreferrer\">Submit a Sales Tip<\/a><\/p>\n<p>Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: <strong>512-777-1442<\/strong> or Email: <strong>scott@top1.fm<\/strong><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from Jen Ferguson. Jen is a results-driven business leader with 2 decades of experience in sales, marketing, and leadership. She is recognized as one of LinkedIn\u2019s Top 100 Sales Stars. As the Founder of <a href=\"https:\/\/sales-911.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Sales 911<\/a>, she helps organizations shift to become more revenue-focused in their initiatives and optimizes the customer lifecycle. Here she is:<\/p>\n<p>Jen Ferguson: My tip is about the power of stakeholders. So when discovery, everyone wants to rush to demo. Your prospects want to rush the demo. Sometimes you want to rush to demo because you get all excited. And you&#8217;re like Tommy boy in the diner and he loves his little sale and he pecks it and you know, loves on it until he kills it because he rushed to demo without knowing everything he needs to know. You want to get them to demo fast. There&#8217;s no doubt about that, but you also want to understand all of the variables. And so sometimes you need to slow down to speed up. So understanding the impact is so important, not just for the person you&#8217;re speaking to, but for all the key players that are going to be impacted by this change. How much that pain costs at a deeper level for each department, each stakeholder, all of the contributors who are going to be part of this decision process,\u00a0 nobody buys anything in a vacuum anymore.<\/p>\n<p>So understanding all the variables is super important, taking that opportunity to be curious and explain why you want to make sure you understand all the variables. Believe it or not, setting expectations is comforting as long as you tell them why. Tell them the next step is interviewing stakeholders to understand the impact to the organization, to make sure that all of the stakeholders will get value out of making the change. Sometimes in discovery, you can win or lose if you don&#8217;t have a complete picture. So slow down to speed up. Follow me on LinkedIn for sales tips, motivation, real talk, and being a woman in sales. and then just sometimes funny stuff. So hope this was useful. Take care.<\/p>\n<p>Scott Ingram: For links to connect with Jen and to learn more about <a href=\"https:\/\/sales-911.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Sales 911<\/a>, just click over to <a href=\"http:\/\/DailySales.Tips\/563\" target=\"_blank\" rel=\"noopener noreferrer\">DailySales.Tips\/563<\/a> and we\u2019ll have everything for you there.<\/p>\n<p>Once you\u2019ve gotten connected with Jen. Be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Setting expectations is comforting as long as you tell them why.&#8221; &#8211; Jen Ferguson on today&#8217;s Tip 563 How about you? Do you rush to demo? Join the conversation below and learn more about Jen! Sales 911 Sales 911 on YouTube Jen Ferguson on LinkedIn Jen Ferguson on Twitter Submit a Sales Tip Have feedback?&#8230;<\/p>\n","protected":false},"author":2,"featured_media":3210,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-3005","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Tip 563: Power of Stakeholders (Don&#039;t Rush to Demo) - Jen Ferguson - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-563-power-of-stakeholders-dont-rush-to-demo-jen-ferguson\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 563: Power of Stakeholders (Don&#039;t Rush to Demo) - Jen Ferguson - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"&#8220;Setting expectations is comforting as long as you tell them why.&#8221; &#8211; Jen Ferguson on today&#8217;s Tip 563 How about you? 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