Podcast episode
Removing the friction from your sales cycle | Todd Caponi | 30MPC Hall of Fame
30 Minutes to President's Club4 Jun 202627 min
Description
In this episode, you can takeaway: 🎯 Acknowledging your competitors’ strengths + highlight where your features match needs 🤖 Getting price out early, and use it to disqualify 👔 Keep negotiation simple by anchoring pricing and trading value for dollars - - You're one step closer to President's Club! 📈 Negotiation Course: https://hubs.li/Q04k0BGj0 🏋 30MPC Training: 30mpc.com/training 🛠 Cold Email Data Report: https://hubs.li/Q04j3GHJ0 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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in the front end and this talks to the fact that when we actually lead with that price range that hey arman before we get too deep into this an investment like we're talking about customers like you that have some of the challenges you do we're probably going to be in this in this range “right now if that's going to be trouble like let's address that now let's get that out of the way” let's figure out the path because if we're way off again one of us is probably in the wrong discussion what that does now that the research backs it up that it builds your relationship on a foundation of trust and in the end you end up again your sales cycle shrink you end up with
All right, Todd, this has been phenomenal. We've got one last question for you. What's one belief or piece of sales dogma that exists out there that you think needs to be scooped up, picked up and dumped into the trash can because it's wrong? There's a data point now that says “that it takes 18 touches when you're prospecting” to get an executive to engage. Now there's some people that would look at that and go, damn it, I'm stopping at 10. I got to add eight. I'm like, that's the dumbest thing I've ever heard in my life. Like, why is it taking, why are they rejecting the first 17? That's the question you should be asking yourself, right? There's a reason that it's taking 18.
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