29 min listen
23 (Sell): Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
23 (Sell): Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
ratings:
Length:
28 minutes
Released:
Oct 14, 2020
Format:
Podcast episode
Description
Justin Welsh cut the days to close in half at PatientPop and takes us through some super actionable tactics on disco and closing.
Four Actionable Takeaways:
Plant pain early in your discovery through extreme industry expertise
Use an upfront contract to propose next steps at the beginning of the call
Use the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”
Ask for permission before hard questions like “if you didn’t have a team, would you buy?”
Justin Welsh’s Path to President’s Club:
Founder, Justin D Welsh, LLC
Head of Sales at PatientPop
Director of Sales at ZocDoc
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Four Actionable Takeaways:
Plant pain early in your discovery through extreme industry expertise
Use an upfront contract to propose next steps at the beginning of the call
Use the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”
Ask for permission before hard questions like “if you didn’t have a team, would you buy?”
Justin Welsh’s Path to President’s Club:
Founder, Justin D Welsh, LLC
Head of Sales at PatientPop
Director of Sales at ZocDoc
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Released:
Oct 14, 2020
Format:
Podcast episode
Titles in the series (100)
3: Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView): James Bawden is one of the most notorious prospectors in the sales community. We cover it all, from phone to video.Four Actionable Takeaways:Avoid the double intro on the phone if they ask “wait, who’s this?” Just get on with it.Close the cold call with “here’s what happens next” instead of leaving it in their handsDisarm with “I’m not delusional enough to think I’m calling you at the right moment.”Lead your value prop with your customer’s problems instead of the features in your solutionJames Bawden’s Path to President’s Club:Host, Lunch Break PodcastDirector, OutboundViewAnd a damn well-known Linkedin personality======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidy by 30 Minutes to President's Club | No-Nonsense Sales