In this episode, Stephen Cann (Director of Enterprise Sales, Avoma) and Yaag discuss how and when to challenge your prospect during a deal? Stephen shares his experience on how to challenge the prospect across stages such as prospecting, discovery, indecisive moments, and more.
01:37
Challenging the prospects all the time
03:05
Challenging at the prospect stage
04:15
The key is to understand the problem
04:35
Qualify and turn down meetings
06:10
What to look for in the discovery stage
07:59
Challenging during prospecting vs discovery
08:30
Need to identify the perceptions of the prospect
10:20
Helping to surface the problems
11:37
Digging into the problem 2-3 levels deep
14:40
Go beyond symptoms to understand the pain
15:40
Don't be a Labrador rep :)
16:18
Getting something in return for specific requests
19:48
What to do when you sense indecision?
22:56
What gives you the authority to challenge?
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