Welcome to CloseMode – the ultimate guide to mastering the art of closing deals, with a laser focus on late-stage strategies. Join us as we sit down with top enterprise sales leaders, uncovering their secrets to success, and learn how to handle objections, seal million-dollar deals, and achieve sales greatness. Subscribe now and get in the mode for actionable insights that will supercharge your sales career.
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Welcome to CloseMode – the ultimate guide to mastering the art of closing deals, with a laser focus on late-stage strategies. Join us as we sit down with top enterprise sales leaders, uncovering their secrets to success, and learn how to handle objections, seal million-dollar deals, and achieve sales greatness. Subscribe now and get in the mode for actionable insights that will supercharge your sales career.
StreetSmart: Changing the Conversation Early in Your Sales Cycle
CloseMode: The Enterprise Sales Show
14 minutes
8 months ago
StreetSmart: Changing the Conversation Early in Your Sales Cycle
In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks with Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/] about transforming the sales conversation by introducing techniques like signaling and validation early in the sales cycle. They explore how these strategies can preemptively address common buyer tactics and shift the negotiation away from price alone, thereby adding value to the sales process. This insightful discussion is packed with practical advice, backed by research and real-world examples, making it a must-listen for sales professionals looking to enhance their negotiation skills and sales effectiveness.
Timestamps:
00:18 - Introduction to changing the sales conversation early.
01:21 - Explanation of signaling and validation in sales.
02:46 - Discussion on the importance of providing value during discovery.
05:47 - Detailed breakdown of the signaling technique.
09:17 - Differentiating signaling from validating and their applications.
11:03 - The science behind content-embedded questions.
13:51 - Real-life case study on effective use of signaling and validation.
14:48 - Conclusion and final thoughts on the episode's topics.
CloseMode: The Enterprise Sales Show
Welcome to CloseMode – the ultimate guide to mastering the art of closing deals, with a laser focus on late-stage strategies. Join us as we sit down with top enterprise sales leaders, uncovering their secrets to success, and learn how to handle objections, seal million-dollar deals, and achieve sales greatness. Subscribe now and get in the mode for actionable insights that will supercharge your sales career.
