#400 - How to Spot Deals You’ll Actually Close | Johnny Larson
30 Minutes to President's Club | No-Nonsense Sales
December 17, 202433m 58s
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Show Notes
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: