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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you know are looking for this, and we'll educate them, and we'll answer their questions directly. Does that sound agreeable? Sometimes they'll say yes, sometimes they'll say no. If they say no, I think a great thing you can say is, I get that you've got to make sure that this is the right solution first. “At the right point, would you be willing to introduce us to those people?” If you hear yes, now you're thinking, great, let me work with you to understand what is 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,
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
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