Podcast episode
5 Terrifying Sales Ghosts That Will Haunt Your Quota | Halloween Special
30 Minutes to President's Club30 Oct 202533 min
Description
This Halloween, the 30 Minutes to President’s Club crew takes you inside the haunted house of sales — where deals disappear, demos die, and negotiations bleed revenue. Nick, Armand, and Steve break down five sales ghosts that secretly destroy your pipeline and show you exactly how to exorcise them using elite B2B sales tactics, closing frameworks, and storytelling mastery. If you’re serious about hitting quota, closing complex deals, and running world-class discovery and demos, this spooky special is your sales survival guide. The 5 Sales Ghosts (and How to Defeat Them): The Surface-Level Spirit: Your deal vanishes because you’re only finding small annoyances, not six-figure business problems that matter to executives. The Hypnosis Demo: Feature-dumping kills attention — learn how to demo through stories that emotionally hook buyers and make them see their future state. The Single-Threaded Specter: Depending on one champion is a death sentence. Multithread your deals and get power involved early. The Negotiation of a Thousand Cuts: Every tiny discount, seat, or billing term slices your margin. Follow Armand’s 6-step framework to negotiate once and win big. The Vendor Review Pit of Despair: IT and Legal can bury your deal alive. Run parallel reviews, set “redline deadlines,” and use mutual action plans to hit close dates. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Let's talk about how you get some powerful folks in your party to protect you from these ghouls that will bring your deal to an early death. The first thing that you need to do before you even get on with your prospect is you need to map your path to a deal in advance. “What you need to know is you need to know who are the people that need to be involved in this buying decision, and what are the meetings or steps that you need to have with those different people.” In order to get your prospect now to go and involve those other people and have those other meetings, the way that you're going to do that is you are going to teach them, here's where I think we need to go, using what is called next and next, next steps.
In order to get your prospect now to go and involve those other people and have those other meetings, the way that you're going to do that is you are going to teach them, here's where I think we need to go, using what is called next and next, next steps. “Instead, what I recommend you do is queue up the next meeting, hey, so I think what we're going to do from here is probably give you a deep dive demo of how this analytics dashboard is going to work for you, and then you're going to tell them if that meeting goes well, here's what our next, next step might look like.” So I would say, okay, cool, so for our next step, I think we'll take you through a deeper dive of how our analytics dashboards would work for you. And I guess, assuming that meeting goes well, what I might recommend from there is we probably need to pull Mike, your COO, in to get a sense of how this is going to impact his resourcing. Does that sound right to you?
of need to put it back on them and gaslight them. And so if Nick's like, holy smokes, I thought this was going to be $50,000, I'm going to say something like, Nick, I might have screwed something up here. I mean, honestly, normally at this point we wouldn't be completely out of line. “If we take a quick step back, independent of price, are we the vendor of choice in this” case? Or is it even if we get to the right price, you might still go in another direction? Because if that's the case, then honestly, you might need to go in the other direction. What I'm doing is I'm pushing them away, and that will naturally allow them to push back into me. When they push back into me, now the negotiation begins. So the next three steps are as follows.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.