{"href":"https://api.simplecast.com/oembed?url=https%3A%2F%2Fmodern-saas.simplecast.com%2Fepisodes%2Fwhen-to-challenge-a-prospect-3MigeA4y","width":444,"version":"1.0","type":"rich","title":"When to challenge a prospect?","thumbnail_width":300,"thumbnail_url":"https://image.simplecastcdn.com/images/89e6c9f9-f041-4687-832b-19a72257be05/a8a0ad4f-b84a-4caa-a1d0-a94826c08a08/the-modern-saas-podcast.jpg","thumbnail_height":300,"provider_url":"https://simplecast.com","provider_name":"Simplecast","html":"<iframe src=\"https://player.simplecast.com/b2fbcff6-00ea-4e77-b52a-13f3c769724a\" height=\"200\" width=\"100%\" title=\"When to challenge a prospect?\" frameborder=\"0\" scrolling=\"no\"></iframe>","height":200,"description":"In this episode, Stephen Cann (Director of Enterprise Sales, Avoma) and Yaag discuss how and when to challenge your prospect during a deal? Stephen shares his experience on how to challenge the prospect across stages such as prospecting, discovery, indecisive moments, and more.\n\n➡️ Key Points⁣ covered\n\n00:00 - Intro\n01:37 - Challenging the prospects all the time\n03:05 - Challenging at the prospect stage\n04:15 - The key is to understand the problem\n04:35 - Qualify and turn down meetings \n06:10 - What to look for in the discovery stage\n07:59 - Challenging during prospecting vs discovery\n08:30 - Need to identify the perceptions of the prospect\n10:20 - Helping to surface the problems\n11:37 - Digging into the problem 2-3 levels deep\n14:40 - Go beyond symptoms to understand the pain\n15:40 - Don't be a Labrador rep :)\n16:18 - Getting something in return for specific requests\n19:48 - What to do when you sense indecision?\n22:56 - What gives you the authority to challenge?\n26:34 - Key takeaways"}