Getting to Club

Dive into the intriguing findings from analyzing over a million sales calls. Discover the puzzling debate on how many questions to ask C-suite executives. Prepare to learn how to craft context-led questions that grab the attention of high-level decision-makers. Explore the delicate balance between asking insightful questions and respecting the limited time of executives, all aimed at boosting your closing rates.

Discover the 52 transformative habits of high-earning sales professionals that set them apart in the competitive world of B2B sales. From essential negotiation techniques to the art of storytelling, these strategies elevate performance and drive success. Chris discusses the power of continuous learning and mindset shifts that can lead to remarkable income growth. Whether you're seasoned in sales or just starting out, these actionable insights are designed to help you climb the income ladder.

If it sounds too good to be true, you might be getting played. In this episode of Getting to Club, Chris breaks down the "pleasant surprise" tactic—a sneaky negotiation strategy buyers use to make sellers feel like they’ve hit the jackpot. But this excitement can cost you big discounts without you even realizing it. Learn how to spot this tactic, how to protect your pricing, and what steps you can take to stay ahead in negotiations. If you've ever wondered why a deal felt too easy, this one's for you!

Discover how to drive urgency in sales without crossing ethical boundaries. The host shares four impactful techniques to highlight pain points and motivate action. Listen for real-world examples, including customer stories and strategic questions that can help close deals faster. Perfect for both new and seasoned sales professionals, these tactics could transform your approach—just remember to tread carefully!

Discover how a mid-market AE transformed a $20,000 deal into a $433,000 win in just 90 days. Learn about three key strategies that reframed client conversations and addressed deeper business needs. Explore the art of effective sales demos with an eight-step framework that captured a CEO's attention. This engaging journey showcases the power of strategic selling and skill development in closing substantial deals.

In this episode, Chris tackles a common challenge for sales professionals: how to handle buyers who flinch at your price. He breaks down why experienced buyers often use this tactic to shake your confidence and push for a discount, and provides a structured approach to maintain control. From delivering price with value context to calmly addressing flinching as it happens, Chris outlines practical strategies to help you stay firm on your pricing. Tune in to learn how to navigate tough negotiations without sacrificing your value!

Discover the secrets behind successful sales calls from the analysis of over 1 million conversations. Learn about optimal talk ratios and the art of multi-threading to enhance your closing rates. Engage C-suite executives with effective questioning strategies and master the nuances of video presence. These actionable insights and game-changing tactics will elevate your sales skills, whether you're an experienced seller or just starting out. Tune in to unlock the patterns that top performers use!

In this episode, Chris delivers a concise yet crucial lesson for mid-market sellers: handle legal concerns before diving into price negotiations. Using real-world examples, he explains why tackling legal terms first can save you from wasting time on pricing discussions that may never materialize into a deal. If legal terms are a dealbreaker, pricing becomes irrelevant. Chris breaks down how to structure your negotiation process for smoother, more efficient deals.

In this episode of Getting to Club, Chris dives into the seven key components that distinguish top-earning sales professionals who rake in $350,000 or more annually. From the markets they target to their mindset strategies and continuous skill development, Chris uncovers the essential traits and habits of high earners. If you're aiming to break into this elite group, this episode is packed with actionable insights that could transform your approach and earnings potential.

Chris shares his experience of a sales meeting with a chief revenue officer of a SaaS company. He discusses the company's goals of selling bigger enterprise deals and increasing their average contract value (ACV). However, there was a discrepancy in the information he had gathered prior to the meeting. Despite this, he was able to course-correct and engage in a deep discovery conversation with the CRO. Chris highlights the importance of having a 'what we heard' slide in C-suite meetings to earn instant credibility. He also emphasizes the need to let champions save face and take responsibility for outcomes. Takeaways Having a 'what we heard' slide in C-suite meetings can earn instant credibility Letting champions save face is important for building trust Taking responsibility for outcomes earns respect and credibility Deep discovery conversations can help course-correct and gather accurate information