067: Pete Caputa | Own the Process: Tips From Building a $100M Channel

Takeaways

1. Trial and Error: In the absence of data in the early days, you have to lean on good selling principles. What does that mean? The only thing prospects care about are their problems — not yours. You have to work diligently to understand your buyer and figure out how they talk about their pain points. Doing so will allow you to test different positioning statements and align your features not only to their pain points but also to your own price points.
2. Qualify with Goals and Challenges: Qualifying with BANT may be the least enjoyable conversation for a prospect — especially when it’s done too early. Oftentimes, prospects will lie to you to either get off the call or lie to you to keep you on the call (so they can steal information from you). By leading the conversation around what their goals and challenges are, you’re able to better determine whether you should continue having a conversation.
3. Quit Thanking Prospects for their Time: If you’ve uncovered a real challenge or helped a prospect identify a plan to get them to a goal, why would you thank them for their time? Think about it, if they got more out of the call than you did, shouldn’t they be thanking you? The idea behind this is to maintain equal business stature as opposed to thinking you’re less than them.

Full Notes

• https://www.salestuners.com/pete-caputa

Book Recommendations

• Baseline Selling by Dave Kurlan

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