Thread by @BowTiedSalesGuy

A young man was giving his 3rd demo of the day.

Following the same routine, he spent the majority of the call explaining WHY his prospect should be using their tool.

Across from his desk, a young Chad in Training (CIT) was giving a demo.

But he sounded completely different..

Instead of spending the majority of the time explaining WHY the prospect should use their tool, CIT focused his energy on HOW the prospect will use the tool to accomplish their goals.

Let’s dive in deeper to see WHAT was actually said:

Young Man: We have better automation than everyone else in the market and tons of integrations into your existing tools

CIT: LOOK HOW easy it is to automate your current workflows *as he’s showing the product* This is HOW you guys are going to win. Since your job revolves..

around managing sprints and tasks, all you’ll need to do is click *here* and *there* and then it instantly creates a new workflow template that is recommended by thousands of our customers.

Young Man: IF you guys get started with us we’ll make sure you have the right training

CIT: WHEN you guys get started you’ll unlock access to premium templates. We also have a rich Knowledge Base but since you guys WOULD be signing up as an Enterprise account you’ll also get dedicated training.

Young Man: Oh and you can also export workflows into XYZ tool!

CIT: This is just scratching the surface. You can do more complex stuff like exporting workflows into existing tools. I can show you that feature but I think it’s overkill for where you guys are at currently.

Young Man: You can do SO much with our tool! Look at all these cool features

CIT: You mentioned you have major sprints happening regularly and the biggest problem is managing the process. So all you need to do is this *shows the ONE feature that will solve the problem*

The Young Man was a middle of the pack performer, but the Chad in Training was a top performer.