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