#25 - Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
30 Minutes to President's Club | No-Nonsense Sales
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How to Optimize for Speed in SME Sales
When you're talking about SME sales, at what point are you presenting price and trying to get them to acknowledge that there's value here? For my team, it's always been the first call. If I think that I've uncovered enough challenges, if I get agreement from the customer that they think that we can solve this challenge, which is where the upfront contract comes in. "As salespeople, it's our job to guide people to the right package," he says.
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