Ask the same questions. Give the same answers. Run the same demos.

Problem: Everyone Runs the Same Meeting

You don’t have the luxury of running the same meeting every time.

When meetings look, sound & feel like everyone else, you’re digging your own grave.

You: ‘EXACTLY THE GAP ISN’T THAT BIG’,

Your buyer: ‘Let’s take the safe bet then’.

It’s the same reason 32 NFL teams had 198 chances to draft Tom Brady but decided to go with 6 ‘safer’ quarterbacks instead.

When selling against Goliaths, if all things are equal, you’re out.

Storytime

My prospect’s LinkedIn page was a TREASURE TROVE of insight.

• Big USMNT Supporter → resonates with me

• Played College ⚽️ → same

• Had a Sales Podcast → we’re both fully invested in the game

It would be a mistake to pass up on all this like-minded information.

I had to use it.

That was the beginning of the Opener Play.

Solution: The Opener Play

You can’t set the tone of an amazing discovery and demo without the Opener.

It’s the hook that lets the buyer know they’re leaving as a better version of themselves.

Goliaths are gonna rely on platform & presence to nail the meetings.

Why wouldn’t they? That’s what the buyer expects from them.

The buyer doesn’t know what to expect from you.

Leaving the element of surprise in play. Your true advantage.

So surprise them by digging deeper.

Openers

Take all that research and turn it into an unforgettable first impression.

Some examples used in the wild:

Insights & Additional Thoughts

Thought #1 - Naturally In Common. People are human & making a real connection is meaningful. Never fake like you care or know something that you don’t, it will fall flat.

Thought #2 - Unique About Their Work. When you reference their work, they will have more interest in listening to you & working with you. They rarely hear this from reps.

Thought #3 - Relevant To The Sell. This is my favorite play because it starts the meeting right out of the gate. Showing that you did your research & understand their business.

Thought #4 - Can’t Find Anything. Sometimes people are hard to read; whether in person, virtually, or online. If that’s the case, just run the meeting. Don’t be a try-hard. It becomes very apparent & uncomfortable.

Thought #5 - The Opener is Part 1. So what’s part 2? The Closer. More on that next week.