Podcast episode
Where Sales Reps Lose Deals Without Even Realizing It | Bite-sized Tactics
30 Minutes to President's Club16 Jun 20258 min
Description
Are you losing deals and not even realizing why? Bryan Charleton (Sales Manager @ Otter.ai) shares the two most critical moments in the sales process where deals are either won—or fall apart: 1️⃣ The first discovery call: Learn how elite reps build trust from the first question and become indispensable to buyers. 2️⃣ Stakeholder coverage: Stop going single-threaded. We show you how to cover all the right personas—IT, business leaders, and end users—to close airtight deals. 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
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the right point so I can ask when that trust has been accrued. If you tell me no, I might pause and challenge and say, I'm going to work with you today, but this is really concerning because in the hundreds of clients I work with, I haven't had very many situations where we haven't gotten these people involved. “Could you tell me more about the hesitation?” So there's a lot of ways to handle this that I think, again, you're not trying to be difficult. You're not trying to hold back. You want this person to walk away feeling a success because they have a job to do too, but you want to establish that you have a job to do and that you know how this works in your business, and hopefully you can come together and mutually agree on a way that