30 Minutes to President's Club | No-Nonsense Sales #86 - Embracing competitors and asking the right questions at the right time (Ryan Staley, Founder & CEO @ Whale Boss)
Dec 15, 2021
Ryan Staley, Founder and CEO of Whale Boss, dives into the art of closing large deals and speeding up sales cycles. He emphasizes learning from lost deals to improve future wins. Staley advocates for asking strategic questions to gauge where you stand in the sales process. He encourages embracing competitors as an advantage and highlights the importance of fully understanding each step in deal-making to avoid surprises. The discussion also stresses the value of investing in existing customer relationships and leveraging in-person connections.
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Perfect Customer Profile
- Use the 5x5x5 method to identify your ideal customer profile.
- Analyze your five biggest, five fastest, and five biggest lost deals to find patterns.
Referrals for Revenue
- Leverage referrals to accelerate sales and increase deal size.
- Focus on pathways, peaks, process, and persuasion to maximize referral effectiveness.
12 Questions That Close Deals
- Ask strategic questions to close deals effectively.
- Categorize questions into "Where do I stand?", "How do we get this done?", and "When can we get this done?"