30 Minutes to President's Club | No-Nonsense Sales #24 - Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
Oct 7, 2020
In this lively discussion, Alex Bruschi, Director of Acquisitions at Towerpoint, shares his unorthodox approach to sales that has driven him to exceed quotas dramatically. He talks about the power of being blunt with clients and how early disqualification can save valuable time. Alex emphasizes the importance of concise communication and understanding customer motivations. With entertaining anecdotes, he highlights the significance of direct negotiations and embracing objections—proving that sometimes, saying 'no' can be the best strategy.
AI Snips
Chapters
Transcript
Episode notes
Qualifying Questions
- Ask qualifying questions early to determine a prospect's genuine interest.
- Don't waste time on uninterested prospects and respect their time.
Building Trust Through Disqualification
- Building trust involves respectfully disqualifying prospects by acknowledging potential deal breakers upfront.
- This directness can foster stronger relationships.
Customer-Centric Value Prop
- Focus on the customer's needs, not your company's features.
- Clearly explain how your product/service addresses their pain points.