Speaker
Megan Prince - THE practitioner
Straight-line methodology
- Applies to SMB, Enterprise etc.
- It's about selling within the same day.
- The idea is to build a rapport with a person and building a human connection and talk about best interests.

Insights from the sales demo:
- Tone: you are coming off as helpful, genuinely talking about their best interests.
- Get their permission by asking if it “sounds good” to discuss next steps after the conversation.
- Discovery: why are they here? Why are they taking a demo today? Your job is to help them to make a decision.
- The product demo may be 30% of your conversation (10-15 minutes).
- However you ask about their initial ask
- Initial asks: what are the chances of you using something like XYZ? Gauge the situation and plan how are you going to overcome the objection.
- Objection: start off with “Absolutely! 100%! We love to align with you”
- Close: reassure them but don't promise something that you won't follow up on.
- Be authentic - don’t give into small talk