246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)

FOUR ACTIONABLE TAKEAWAYS

Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.

When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event.

Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives like entering a new market.

Ask your reps key questions like when the economic buyer last bought something similar and who typically pays for software in their industry to ensure they understand the buyer’s decision-making process.


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