30 Minutes to President's Club | No-Nonsense Sales How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson | Ep 271 (Sell)
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Dec 10, 2024 Johnny Larson, a Commercial Account Executive at TalkDesk, shares his journey to President's Club while exceeding quotas by over 200%. He dives into effective sales strategies like asking for competitor proposals to refine negotiations. Larson emphasizes prioritizing negotiation factors and creating a cost for discounts to frame concessions wisely. He explores the importance of engaging key decision-makers and understanding client needs for high-value deal closures. Pitch-perfect insights for anyone looking to elevate their sales game!
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Bodega Story
- Johnny Larson recounts being broke and having his card declined at a bodega.
- This experience fuels his drive in sales, reminding him of the importance of hard work.
Pricing Discussions
- Don't just send arbitrary pricing PDFs.
- Instead, schedule a meeting to discuss pricing nuances with the buying team.
Post-Sale Engagement
- After closing a deal, stay close to the client and the implementation process.
- This fosters trust and increases opportunities for upselling and expansion.