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

RESOURCES DISCUSSED:

494: Emily Blain on What’s Wrong With Your Personal Care Products and Creating Sustainable and Ethical Ones