30 Minutes to President's Club | No-Nonsense Sales 258 (Sell) How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)
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Oct 22, 2024 Johnny Larson, a three-time President's Club winner and Commercial Account Executive at Talkdesk, shares his expertise in mastering complex sales. He discusses the importance of understanding competitors' fiscal timelines to anticipate pricing changes. Larson emphasizes a phased approach to quotes and the value of digging deep during discovery calls to uncover true customer motivations. He also touches on adapting sales strategies to regional differences and using a timeline stack to create urgency in the buying process.
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Preempt Disqualification Questions
- Ask buyers if anything currently disqualifies your product on architecture or pricing before advancing the deal.
- This prevents surprises and allows early addressing of potential deal killers.
Use Timeline Drivers to Create Urgency
- Identify key timeline drivers like vendor contract end dates and work backwards to set milestones.
- Use seasonality and change management needs to create a realistic and urgent mutual success plan.
Turn Wants into Why
- Turn general wants like "need modern tech" into a clear business "why" by asking probing questions.
- Understand peak seasons to avoid changeovers during busy times and set correct timelines.