ACTIONABLE TAKEAWAYS

Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better.
Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept.
Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency.
Turn Want into Why: During discovery, dig deeper to find the real business problem behind a customer’s desire for change.

JOHNNY'S PATH TO PRESIDENTS CLUB

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258 (Sell) How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk) 41:48 Share

30 Minutes to President's Club | No-Nonsense Sales