Hey, 👋 Scott from The Sales Mastermind here.

Today’s edition only takes 1 minutes.

This week, something different, a post that went viral in my Reddit sub - check it out:

I’ve audited over 80 SaaS sales calls in the past year and only seen a demo like this twice.

The product? Solid. But the AE? They won the deal in those 30 minutes, not in the months that followed.

Here are the 6 things they did that I’ll never forget:

1. They opened with a real problem
No “quick intros” or fluff. Just a calm, focused conversation with someone who clearly researched our context and set the agenda with precision.

2. They changed the way I thought
Instead of pitching features, they asked: “What happens if this isn’t solved in the next 6 months?” I walked away thinking differently before we ever saw the product.

3. Their slides weren’t filler.
No pitch decks or feature dumps. Just a few sharp slides that showed impact, metrics, and why solving this matters now.

4. It didn’t feel like a demo.
No rush to show the shiny stuff. The conversation was so relevant that the product felt like a natural extension of the solution, not the star of the show.

5. They demoed just three things.
Each was tied to a pain point I had just described. No click-through marathon. Just 3 specific capabilities, explained like a peer would explain a tool they actually use.

6. They closed like a pro.
They managed time, confirmed the path forward, and left me space to object. No pressure. Just clarity. It felt like my process, not theirs.

Most sales calls fall apart in the first 10 minutes because the seller’s still trying to prove they’re worth listening to.

However, elite sellers walk in already understanding the buyer's problem…

And help the buyer feel like the solution is their idea.

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More Reddit content here: https://www.reddit.com/r/founderledsales/​

Until next week,
Scott

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