29 min listen
71 (Sell): Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)
71 (Sell): Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)
ratings:
Length:
33 minutes
Released:
Oct 20, 2021
Format:
Podcast episode
Description
You’ve heard us mention frameworks like Up-Front Contract and Problem, Reason, Impact Q. Most of these were established and perfected through Sandler Training. Joe Diliberto comes on the show to give us the goods, straight from the source.
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Four Actionable Takeaways:
* Use an UFC at the beginning of your meeting to anchor customers to next steps at the end.
* Use an UFC at the end of your meeting to anchor to outcomes of the following meeting.
* Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth.
* When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed.
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Joe’s Path to President’s Club:
* President/Owner @ Sandler Training SF
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:
* Use an UFC at the beginning of your meeting to anchor customers to next steps at the end.
* Use an UFC at the end of your meeting to anchor to outcomes of the following meeting.
* Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth.
* When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed.
======================
Joe’s Path to President’s Club:
* President/Owner @ Sandler Training SF
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 20, 2021
Format:
Podcast episode
Titles in the series (100)
11: Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories): Scott Ingram is a legend in the sales world. Most people know him as the host of Sales Success Stories. But today, we deep dive into the big deal enterprise game.Four Actionable Takeaways:Start every day by planning out the whitespace for the day. Then just get after it.Use demoscovery. Ask how the process looks today, take the demo down a different path.Write a shared executive memo with recaps from every sales conversation.Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.Scott Ingram’s Path to President’s ClubHost of The Sales Success Stories PodcastAccount Director @ Relationship One (where he carries a $3M quota)Creator of the Linkedin Sales Stars 100 list======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve yo by 30 Minutes to President's Club | No-Nonsense Sales