30 Minutes to President's Club | No-Nonsense Sales #131 - Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)
15 snips
Sep 21, 2022 AI Snips
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Transcript
Episode notes
Ask The Impact Of Missing The Timeline
- Ask about the impact of missing a timeline to reveal true urgency and decision quality.
- If they answer vaguely, avoid forecasting the opportunity.
Reset The Buyer By Asking How They Got Here
- Distinguish sophisticated from unsophisticated buyers by asking how they arrived at the request.
- Adapt: give details quickly to sophisticated buyers; reframe and disqualify unsophisticated ones.
Diagnose Team Coachability Before Selling Training
- Use credibility and surprise questions to surface root causes and coachability before proposing training.
- Quantify problems but avoid rigid ROI calculators for mid-market training buys.