✌️ Capitalize or Catchup?

I learned this next tip from a world-class seller who’s worked for 3 tech unicorns and is one of my absolute favorite follows on Linkedin.

The one and only Krysten Conner.

This tip is all about gaining instant credibility at the start of your discovery calls.

Which is an area most sellers fall short.

So let me share the simple formula Krysten taught me so that you can differentiate yourself from the 95% of sellers that start out discovery calls by asking…

“So tell me about your role?”

If you’d rather watch a 77-second clip of me whiteboarding it - click the image below:

The Menu of Pain

This concept is a great way to come prepared to the call with a point of view and get buyers immediately thinking…

“ok, this person gets it”

The menu of pain concept is about giving them a multiple-choice question when kicking off your call.

Here’s the formula Krysten lays out:

In this role, I talk to [your industry] leaders all day long. They tell me about their heartburn around problems A, B, and C. How much of that sounds like your world & what did I miss?

In addition to the example I gave in the video - here’s the example she provided:

"Usually, when Sales leaders join these calls they usually want to either Capitalize or Catch up.

a) They have hiring freezes, but quotas are not going down.

b) They're facing double-digit growth metrics. And not sure how they're going to hit them.

c) They are seeing Pipeline dry up in these market conditions. And so they're looking for a new channel.

d) OR - they're facing none of these challenges, are hitting record-high revenue, and want to capitalize to grab market share.

Curious how much of that sounds like your world? And what did I miss?"

This strategy shows the buyer you’re informed.

You understand the challenges they face.

And builds instant credibility.

Because if a buyer doesn’t believe you understand their challenges.

They sure as heck won’t believe you’ll be able to solve them.

So take this framework and apply it to your own scenario and watch how your prospects begin to physically lean in when you ask this question.

If you’d like to see the whole post where Krysten breaks this down along with 2 other tips - you can check it out here.

And if you’d like her full playbook called “Pipeline Genius” which is a proven “plug & play” field guide B2B sellers can use today to add qualified deals to their pipeline you can claim your copy here.

That’s it for this week.

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You can check past issues here. ✌️