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Content provided by Bill Caskey and Bryan Neale: B2B Sales Trainers, Bill Caskey, and Bryan Neale: B2B Sales Trainers. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Bill Caskey and Bryan Neale: B2B Sales Trainers, Bill Caskey, and Bryan Neale: B2B Sales Trainers or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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Stop Discounting - Closing Strategies with John Barrows

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Manage episode 508201568 series 3559803
Content provided by Bill Caskey and Bryan Neale: B2B Sales Trainers, Bill Caskey, and Bryan Neale: B2B Sales Trainers. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Bill Caskey and Bryan Neale: B2B Sales Trainers, Bill Caskey, and Bryan Neale: B2B Sales Trainers or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

In this episode, Bryan is joined by John Barrows to talk about the high-stakes final stage of the sales process, where deals are either won or lost. Together, they explore why so many sales teams stumble here, often resorting to last-minute discounts or high-pressure tactics driven by forecast anxiety.
Bryan and John share strategies to keep control of the process, including engaging procurement early, coaching reps through nuanced situations, and avoiding the trap of reactive discounting. They also dive into the balance between the science (process) and art (closing) of sales—why the art has been lost in today’s risk-averse market, and how leaders can teach reps to customize their approach for authentic, effective selling.
Whether you’re a sales leader or an individual contributor, this episode will show you how to play to win, not just avoid losing, when it matters most.

-

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Discover how to build the introductory video that works 24/7 for your pipeline on October 3rd, 12PM EST. Join at advancedsellingpodcast.com/insider

Discover how to build the introductory video that works 24/7 for your pipeline on October 3rd, 12PM EST. Join at advancedsellingpodcast.com/insider

  continue reading

1071 episodes

Artwork
iconShare
 
Manage episode 508201568 series 3559803
Content provided by Bill Caskey and Bryan Neale: B2B Sales Trainers, Bill Caskey, and Bryan Neale: B2B Sales Trainers. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Bill Caskey and Bryan Neale: B2B Sales Trainers, Bill Caskey, and Bryan Neale: B2B Sales Trainers or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

In this episode, Bryan is joined by John Barrows to talk about the high-stakes final stage of the sales process, where deals are either won or lost. Together, they explore why so many sales teams stumble here, often resorting to last-minute discounts or high-pressure tactics driven by forecast anxiety.
Bryan and John share strategies to keep control of the process, including engaging procurement early, coaching reps through nuanced situations, and avoiding the trap of reactive discounting. They also dive into the balance between the science (process) and art (closing) of sales—why the art has been lost in today’s risk-averse market, and how leaders can teach reps to customize their approach for authentic, effective selling.
Whether you’re a sales leader or an individual contributor, this episode will show you how to play to win, not just avoid losing, when it matters most.

-

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Discover how to build the introductory video that works 24/7 for your pipeline on October 3rd, 12PM EST. Join at advancedsellingpodcast.com/insider

Discover how to build the introductory video that works 24/7 for your pipeline on October 3rd, 12PM EST. Join at advancedsellingpodcast.com/insider

  continue reading

1071 episodes

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