30 Minutes to President's Club | No-Nonsense Sales How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame
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Feb 3, 2025 Join Johnny Larson, a top producer at Talkdesk and three-time President's Club achiever, as he shares invaluable insights on navigating complex sales. Discover how knowing competitors' fiscal periods can help you anticipate price changes. Learn the importance of a phased approach to pricing and the impact of key timeline drivers on urgency. Larson emphasizes turning customer wants into reasons for change, ensuring that every discovery session uncovers the real business needs behind their requests.
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Identify Deal-Breakers Early
- Identify potential deal-breakers early by directly asking prospects about disqualifying factors.
- Address pricing and budget concerns upfront to avoid late-stage surprises.
Strategic Timeline Management
- Don't just identify timelines; use them strategically.
- Work backward from key dates like contract renewals to create a mutual success plan.
Leverage Subject Matter Experts
- Involve subject matter experts (SMEs) early and often in the sales process.
- This builds confidence and ensures your demos resonate with specific client needs, avoiding generic presentations.