#131 - Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
FOUR ACTIONABLE TAKEAWAYS
- Quantify the number of qualification questions you are going to ask to avoid discovery fatigue.
- Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at.
- Once you’ve heard their priorities, add to them so you can establish credibility as an advisor.
- Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt.
PATH TO PRESIDENT’S CLUB
- Founder @ Sell Better by JB Sales
- Host of Make it Happen Mondays
RESOURCES DISCUSSED
More description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
FOUR ACTIONABLE TAKEAWAYS
- Quantify the number of qualification questions you are going to ask to avoid discovery fatigue.
- Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at.
- Once you’ve heard their priorities, add to them so you can establish credibility as an advisor.
- Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt.
PATH TO PRESIDENT’S CLUB
- Founder @ Sell Better by JB Sales
- Host of Make it Happen Mondays
RESOURCES DISCUSSED
2022-09-21
33 min
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