#397 - How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson
30 Minutes to President's Club | No-Nonsense Sales
December 10, 202437m 49s
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Show Notes
ACTIONABLE TAKEAWAYS
- Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies.
- Rank Negotiation Priorities: When prospects negotiate on multiple factors, ask them to prioritize what matters most, then focus concessions on top-ranked items.
- Meet Two Key Pricing Criteria: Share pricing only when the prospect acknowledges your solution addresses a critical pain and they influence or approve purchasing decisions.
- Create a Cost for Discounts: When asked for a discount, request the prospect to identify features or services they are willing to remove, framing concessions as a trade-off.
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: