The document provides 5 prescriptions for closing deals faster: 1) Perform effective discovery to understand customer needs and pain points. 2) Use pain mapping to understand problems at different depths and identify "core pains". 3) Tailor product demos to directly address identified pain points. 4) Provide a valuable takeaway for customers to show benefits beyond signing. 5) Use prescriptive closing language to assume the customer is ready to proceed with onboarding. The goal is to understand customers thoroughly and position the solution as a "painkiller" rather than just features to directly address their problems.

1. 5 Prescriptions to
Close Deals
Faster

2. SPEAKERS
JARED FULLER
VP SALES & BD
PANDADOC
KYLE BASTIEN
SENIOR SALES TRAINER
PROSPERWORKS

3. Over 6,000 Companies Trust PandaDoc

4. ABOUT PW

5. TIP 1: PERFORM EFFECTIVE
DISCOVERY
● Every customer has experienced
something that made them consider
your solution
● Pay close attention to their pain points
● Leave the call with a firm grasp on
what’s on their checklist of needs

6. TIP 1: PERFORM EFFECTIVE
DISCOVERY - CONT.
● It’s not about uncovering pain, yet...
● Goal: Understand your prospect’s
business and each persona’s goals
● Look for the inputs for ROI
● Near term vs. long term goals
● Document everything

7. TIP 2: PAIN MAPPING
● Three orders of depth
■ What is the problem?
■ What are the impacts?
■ How do they make the prospect feel?
● Listen and pick up on a prospect’s
emotions
● Breakdown your product by how it solves
individual problems, as opposed to a
feature set

8. TIP 2: PAIN MAPPING - CONT.
● “Surface pains” vs. “Core pains”
● The 5 “whys”
● Check for “indicators of hesitation” and
other emotional cues
● If you’re not pressing on a nerve, you’re
on the surface

9. TIP 3: USE THE DEMO TO ADDRESS PAIN
POINTS
Make your solution a painkiller, not a vitamin.

10. TIP 3: USE THE DEMO TO ADDRESS PAIN
POINTS - CONT.
● “Surface value” vs. “Core value”
● Discovery drives the roadmap demo
● Example: Long-term cardiovascular health vs.
broken leg

11. TIP 4:
PROVIDE A VALUABLE
TAKEAWAY

12. ● Aligning buyer personas on their journeys
● “Definitive mechanism of alignment &
conversion”
● What does it mean to become a customer after
they sign?
TIP 4: PROVIDE A VALUABLE
TAKEAWAY - CONT.

13. TIP 5: PRESCRIPTIVE
CLOSING
● Wrap things up by being
assumptive in nature
● Be like a doctor - no one
argues with a doctor
● Example: Ask “Ready to start
onboarding?” then inform
them how you and your team
will be following-up

14. TIP 5: PRESCRIPTIVE
CLOSING – CONT.
● Suggestions are worthless,
recommendations are
invaluable
● Rapport & trust are not the
same thing – you’re not
making friends
● You don’t need this more
than your prospect does

15. THANK YOU.QUESTIONS?

16. RESOURCES
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