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FOUR ACTIONABLE TAKEAWAYS
Quantify the number of qualification questions you are going to ask to avoid discovery fatigue.
Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at.
Once you’ve heard their priorities, add to them so you can establish credibility as an advisor.
Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt.
PATH TO PRESIDENT’S CLUB
Founder @ Sell Better by JB Sales
Host of Make it Happen Mondays
RESOURCES DISCUSSED
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Things you can steal
115 (Sell): Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
