“Chad, how do I ask the right questions in the right order in order to win the deal?”

Good question!

Here is my Chad Questioning Framework

🤑 See which questions are the right ones to ask
🤡 and see which questions NOT to ask

A crash course (thread) 👇🏼
So in order to fully understand what a Chad questioning framework looks like, we need to first look at what a 🤡 does!

Introducing, the 🤡’s Questions:
These questions are terrible for a few reasons:

1) Shows incompetence (the opposite of a Competent Chad Salesman)

2) Only goes surface level in regards to the Prospects Pain

3) In a rush to show the product

4) “Do you want a proposal?” Proposals are deal killers. Few.
Let’s thank the 🤡 for his mistakes so we know what NOT to do!

Thank you 🤡!

Now off you go!
So how does a Chad approach asking questions in the sales process?

First off he uses a Framework, or a blueprint if you will.

This Framework isn’t set in stone but rather serves as a North Star guiding Chad to the gold (Bitcoin)

This is the Framework:
When you’re in the heat of the moment, this framework will act as your guide to make sure you stay on the narrow path forward towards the desired outcome (closed deal)

Now let’s dive into each section.
1) Facts

These are surface level questions but important in order to get missing info / specific details

The money is in those specific details anon.

These questions are more “rapid fire” in nature (easy answers)

Don’t ask questions that can easily be found on Linkedin, etc
2) Process

This is where they will explain their internal processes and where you will be able to pinpoint the inefficiencies (they will almost always talk about challenges here. Note them)

This part builds momentum & provides context for the next section
3) Pain

My favorite part. This is where the deals get closed.

Anon, you must dig, Dig, DIG!

Explore all the emotional elements on the left side with them

4) Budget

This is self explanatory. Talk about Money

Many salespeople feel shame talking about money. Get rid of that now and talk about it with them.

It’s important.
5) Decision

When selling to enterprise you usually have many stakeholders (6~10 according to Gartner)

You have to understand how decisions are made and how products are bought in your prospects company

If you sell to < 150 person company then this part might be overkill
Forgot to include Outcome

The Outcome is centered around what they want the Future to look like.

Talking about Outcomes after Pain is near perfect sequencing

Pain (Fear, Hopeless, Negative)

Outcome (Hope, Desire, Positive)

• • •

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More from @BowTiedSalesGuy

17 Nov
I was tasked recently to get funding from a large corp for a dying SaaS

We walked away securing a clean ~$1.4M in funding

Some thoughts / lessons on the experience 👇🏼
Pitching to the C suite of a multi billion dollar org is just a completely different game

At the top the conversations are even more:

1) Simple
2) Big picture
3) Concise

Competency at that level is a different world compared to selling SaaS to VP’s

Apples to oranges
They were ~20 min late for the meeting

This is a Sh*t test & to be expected. When selling to corporate C suite you just can’t do much in this situation. We had one bite at the apple so we had to wait it out.

Tension increased as time passed so we kept busy by shooting the shit
Read 13 tweets
15 Nov
Here’s a crash course on how to create an Elevator Pitch 🛗

You’ll see:

✅Real examples of what to do
🤡and what NOT to do

A thread 👇🏼
An Elevator Pitch is a short & compelling narrative designed to create intrigue in the prospect.

So in order to create a strong Elevator Pitch, we need a strong narrative:
Step 1

Set the Frame

Here is where you talk about current events and mutually agreed upon perceptions in order to Pace and eventually Lead the prospect.

You also want to talk about how things are changing

Change = Movement

Movement = Prospect pays attention
Read 10 tweets
14 Nov
🚨 The CPR Framework for Slaughtering Objections 🚨

This is straight from my Chad Salesman course (coming soon)

Here it is + a thread explaining it more in detail:

Most people never say what they mean the first time.

Read that again ^

So you start off by playing dumb and getting clarification on what they mean

You may have to Clarify a couple times before getting the real objection.

Then you can move on to the next stage 👇🏼

Go for the No & inspire them to chase

You’re aiming for either:

1) They soften up their position and are primed for a Reframe

Bonus: They clarify the objection even further


2) They agree & you don’t waste anymore time with a prospect who won’t close.

Win Win.
Read 9 tweets
13 Nov
Did a consult the other day with someone whose actively interviewing at SaaS companies

He already got 2 offers from top tier companies (one of them got back to him a few days earlier than they said they would i.e they’re eager)

Here’s how I prepped him to nail the interviews 👇🏼
First off is anticipating the interview questions for sales roles.

Sales managers typically ask these types of questions to screen you:

1) Opinion questions
2) Behavioral questions
3) Competency questions
4) BS questions
1) Opinion questions

They’ll ask you what if / scenario questions like this:

What would you do if X
What’s your greatest weakness

Purpose is to see how you present your opinions in different scenarios
Read 14 tweets
11 Nov
The Takeaway is such a powerful tool in your Chad Toolbox.

Clown Salespeople are always chasing.

The Chads say something intriguing that pulls the prospect in, and then BAM! drops the takeaway.

It’s all a game.

Here’s an example:
Prospect: Yeah we’re just not sure because you guys don’t have [feature X]

Chad: We do have [feature x] it’s just not publicly advertised anymore. we surveyed thousands of our users and they barely use it, but it feels like you’ve already made up your mind John

Prospect: Wait
Another example

Prospect: We still have concerns over x y z before moving forward

Chad: As much as we’d like your business we’ve been working on this deal twice as long as average and frankly I don’t have anymore time to spend figuring this out so we’ll have to pass on this
Read 4 tweets
9 Nov
I believe there’s generally 3 reasons why someone is a low performer in sales:

1) Low Competence
2) High neediness
3) They don’t want to be there

Here’s how I would address the 3 👇🏼
Low Competence

Competence is the most important part of the Chad Triangle

It’s your ability to help your prospects get what they want

Here are some ideas:

- Develop a nasty talent stack by learning as much as you can about related topics to sales (Game, Marketing, etc)
- Talk to your existing customers regularly to learn more about how they’re using your product

- Subscribe to industry reports, events, and stay on top of changes (use Google Alerts, Crunchbase, etc)

- Learn from the best (the only “shortcut” I know of)
Read 7 tweets

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