21 min listen
64 (Sell): Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
64 (Sell): Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
ratings:
Length:
25 minutes
Released:
Aug 25, 2021
Format:
Podcast episode
Description
Andy Paul has hosted 900+ sales podcast episodes and knows a thing or two about driving the sales process.
======================
Four Actionable Takeaways:
* Avoid no-decisions by focusing on the impact of inaction to drive a business case.
* Always know the next steps (value) for every deal in your pipe + the result once you provide it.
* Establish the agenda for your next meeting at the end of your current meeting.
* Double down on the high priority items in an RFP and put the other questions on the backburner.
======================
Andy’s Path to President’s Club:
* Host of Sales Enablement Podcast
* Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".
* Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.
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:
* Avoid no-decisions by focusing on the impact of inaction to drive a business case.
* Always know the next steps (value) for every deal in your pipe + the result once you provide it.
* Establish the agenda for your next meeting at the end of your current meeting.
* Double down on the high priority items in an RFP and put the other questions on the backburner.
======================
Andy’s Path to President’s Club:
* Host of Sales Enablement Podcast
* Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".
* Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.
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:
Aug 25, 2021
Format:
Podcast episode
Titles in the series (100)
5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting): Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.Four Actionable Takeaways:Use the respect contract as your agenda to give the prospect the right to say no throughout the callSet a timer 5 minutes before the end of your call to drive next steps every timeUse “commercial terms” instead of “price” when negotiating your dealsWhen you give price, don’t just go silent. Ask “how does that feel?”Richard Harris’ Path to President’s Club:Founder, Harris ConsultingDirector of Sales Training, Sales HackerHost, Surf & Sales Podcast======================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======================Vidyard: Free Screen Recording and Video Creati by 30 Minutes to President's Club | No-Nonsense Sales