#25 - Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
Justin Welsh cut the days to close in half at PatientPop and takes us through some super actionable tactics on disco and closing.Four Actionable Takeaways:Plant pain early in your discovery through extreme industry expertiseUse an upfront contract to propose next steps at the beginning of the callUse the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”Ask for permission before hard questions like “if you didn’t have a team, would you buy?”Justin Welsh’s Path to President’s Club:Founder, Justin D Welsh, LLCHead of Sales at PatientPopDirector of Sales at ZocDoc======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Discovery, Closing
30 Minutes to President's Club | No-Nonsense Sales
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Show Notes
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Four Actionable Takeaways:
- Plant pain early in your discovery through extreme industry expertise
- Use an upfront contract to propose next steps at the beginning of the call
- Use the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”
- Ask for permission before hard questions like “if you didn’t have a team, would you buy?”
Justin Welsh’s Path to President’s Club:
- Founder, Justin D Welsh, LLC
- Head of Sales at PatientPop
- Director of Sales at ZocDoc
RESOURCES DISCUSSED