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Aug 14, 2018

Our guest on this episode is Christophe Lafargue. Christophe is the Director of Business Development at Lucid Dream VR. Lucid Dream designs and builds custom virtual-reality experience for enterprise industries.
Christophe and I start the conversation discussing how to sell a dream, an emotion, an experience. As you can image selling a product that has many different applications can be challenging so how do you help your customers prioritize their needs vs. their wants. It certainly helps to have a really cool demo experience. We’ll break this down during our discussion. 
Other topics Christophe and I explore are; 
  • The Concept Discovery Sprint
  • The best referrals are warm intros
  • Demos are the critical activity on the path to closing
  • Selling when you have nothing to sell 
P.S. the book Christophe references during the episode is called “Win without Pitching” by Blair Enns