30 Minutes to President's Club | No-Nonsense Sales #25 - Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
21 snips
Oct 14, 2020 AI Snips
Chapters
Transcript
Episode notes
Start Calls With Upfront Contracts
- Use an upfront contract at the beginning of the call to agree on clear next steps.
- Revisit this contract at the end to confirm interest or gracefully end the call.
Use Mirroring for Objections
- Use mirroring by repeating objections as questions to encourage prospects to elaborate.
- This clarifies true objections so you can address them effectively.
Create Existential Pain Fast
- Generate existential pain by planting and amplifying emotional costs of inaction.
- Use the PASTOR framework: Pain, Amplify, Story, Transformation, Offer, Response to accelerate deals.