How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson | Ep 271 (Sell)

ACTIONABLE TAKEAWAYS Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies. Rank Negotiation Priorities: When prospects negotiate on multiple factors, ask them to prioritize what matters most, then focus concessions on top-ranked items. Meet Two Key Pricing Criteria: Share pricing only when the prospect acknowledges your solution addresses a critical pain and they influence or approve purchasing decisions. Create a Cost for Discounts: When asked for a discount, request the prospect to identify features or services they are willing to remove, framing concessions as a trade-off. JOHNNY'S PATH TO PRESIDENTS CLUB Commercial Account Executive @ Talkdesk Enterprise Sales Development Manager @Talkdesk Team Lead, Enterprise Sales Development @ Mimeo Enterprise SDR @ Mimeo RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal How to finish a negotiation in one cut

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The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including: Prospecting: How to open conversations to triple your pipeline Discovery: How to ask questions that uncover massive pain Process: How to get big contracts over the line Leadership: How to hire and train world class teams. Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).  Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show… Get ready, you're going to President's Club.