Meet Our “Influencer of the Week,” Wayne Morris!
| March 21, 2022
Wayne Morris, Founder of Morris Consulting
Founder, Morris Consulting LLC – Builder of hyper-growth SaaS sales teams.
Connect with Wayne on LinkedIn, Twitter, Youtube, or through his website.
Wayne’s Insights
Ever tried ditching the demo in the discovery meeting? Creating a true connection with your audience is far more important than any demo. And the window of opportunity for creating a connection is over fast, within 5 minutes.
Try this: give everyone in the meeting an on-the-spot task of explaining what would make this meeting a fantastic use of their time. Get them to audibly share, and get clarity if their request is not clear before moving to the next person. Do this for everyone in the meeting. Make this your new agenda. If that requires a demo so be it, but if it doesn’t maybe now is not the time for the demo, because now is the time to build deep trust across your whole buying audience, and it might be your only shot.
Before wrapping up, go around the table and check off if everyone got the value they had stated, and be honest about it. And someone did not get the value they hoped, make a follow-up with those people your top priority. The demo can wait. You just became a trusted advisor.