Don’t Waste Your Time: How to Spot Deals You’ll Actually Close w/ Johnny Larson @ TalkDesk | Ep. 272 (Sell)

17 Dec 2024 • 37 min • EN
37 min
00:00
37:58
No file found

ACTIONABLE TAKEAWAYS Streamline Proposals: Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a feature, they’ll request it, giving you control to reintroduce it strategically. Ask Questions on RFPs: Use RFP responses to ask about priorities and requirements, opening the door for discovery and tailoring your response to their needs. Disqualify Early: Disqualify deals if your product isn’t a fit or their problem seems like a “nice-to-have.” Identifying this early saves time and lets you focus on better opportunities. Test Product Gaps: If a feature is missing, ask how critical it is to their goals. Confirm whether this gap is disqualifying or if the deal can move forward. JOHNNY'S PATH TO PRESIDENTS CLUB Commercial Account Executive @ Talkdesk Enterprise Sales Development Manager @Talkdesk Team Lead, Enterprise Sales Development @ Mimeo Enterprise SDR @ Mimeo RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Give Johnny a Follow

From "30 Minutes to President's Club | No-Nonsense Sales"

Listen on your iPhone

Download our iOS app and listen to interviews anywhere. Enjoy all of the listener functions in one slick package. Why not give it a try?

App Store Logo
application screenshot

Popular categories