Rocket GTM ๐Ÿš€ - My secret question

#28ใƒป
619

subscribers

42

issues

Subscribe to our newsletter

By subscribing, you agree with Revueโ€™s Terms of Service and Privacy Policy and understand that Rocket GTM ๐Ÿš€ will receive your email address.

Alfie Marsh
Alfie Marsh
๐Ÿ’Œ Welcome to the Newsletter
Welcome to the 11 new peopleย joining this week!ย ๐Ÿ‘‹
Reply to this email and let me know what you think of your first one. Replying also helps Google realize itโ€™s not spam and helps me learn what topics youโ€™re interested in.
Reading but not subscribed?ย Join 534 othersย here.
(Estimated read time: 2-4 minutes)
Earned Secrets
We all have tricks of the trade. Things weโ€™ve learned through trial and error. Those secrets we love to keep to ourselves, but we should really share with the world. Ben Horowitz describes these as โ€˜Earned Secretsโ€™.
Iโ€™m about to share one of mine with you.
The most powerful sales question
After every demo call I ask:
โ€œNow that youโ€™ve seen the platformโ€ฆ how would you describe Spendesk to someone whoโ€™s never seen it before?โ€
Then I stay silent.
๐Ÿค
What comes out of your prospectโ€™s mouth is almost always pure gold.
Hereโ€™s why.
The prospect will start to pitch your own product back to you.
Which means:
๐Ÿ”˜ You know exactly what info they understood and retained
๐Ÿ”˜ You know exactly how theyโ€™re going to pitch it to their boss
๐Ÿ”˜ You learn exactly how your prospect describes your product in their own words
Your prospect will teach you ways of positioning your product that youโ€™ve never even thought of before.
Which is ideal for marketing copy.
Not only this, but your prospect has just cemented the exact reason why theyโ€™re going to choose you.
And if their pitch wasnโ€™t so good?
You now have the opportunity to correct any misconceptions.
One question is all it takes.
P.S. I shared this tip on LinkedIn a few months ago and still get messages like these ๐Ÿ‘‡. So go and try it out on your next sales call and drop me an email if it worked!
alfie@alfie-marsh.com
๐Ÿ’œ
Did you enjoy this issue? Yes No
Alfie Marsh
Alfie Marsh @alfieisamarsh

Rocket GTM is a weekly newsletter dedicated to go-to-market strategy for $0-$10M revenue startups. Come and say hello below ๐Ÿ‘‡

In order to unsubscribe, click here.
If you were forwarded this newsletter and you like it, you can subscribe here.
Created with Revue by Twitter.