#375 - How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)
30 Minutes to President's Club | No-Nonsense Sales
October 22, 202437m 48s
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Show Notes
ACTIONABLE TAKEAWAYS
- Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better.
- Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept.
- Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency.
- Turn Want into Why: During discovery, dig deeper to find the real business problem behind a customer’s desire for change.
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: