Rocket GTM ๐Ÿš€ - My secret question





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Alfie Marsh
Alfie Marsh
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(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.
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!
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Alfie Marsh
Alfie Marsh @alfieisamarsh

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