FOUR ACTIONABLE TAKEAWAYS
B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW.
When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging.
Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years.
When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”
PATH TO PRESIDENT’S CLUB
Chief Revenue Officer @ Catalyst Software
Sr. Vice President of Global Sales @ Outreach
Regional Sales Director @ School Specialty Planning & Student Development
Sr. Account Management @ Great American Opportunities
RESOURCES DISCUSSED
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Things you can steal
161 (Sell): Crafting success with creative deals (Mark Kosoglow, Chief Revenue Office @ Catalyst Software) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
