Send us a text Part two of our macro vs. micro skills series—and this one gets tactical. Bill and Bryan dive into the small, incremental skills that most salespeople overlook but that separate pros from amateurs. These aren't the big-picture capabilities; they're the in-the-moment moves that determine whether your sales calls actually go anywhere. The guys cover the courage to stop and clarify when something's confusing, the power of numeric calendar values (no more "let's connect next week")...
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Send us a text Part two of our macro vs. micro skills series—and this one gets tactical. Bill and Bryan dive into the small, incremental skills that most salespeople overlook but that separate pros from amateurs. These aren't the big-picture capabilities; they're the in-the-moment moves that determine whether your sales calls actually go anywhere. The guys cover the courage to stop and clarify when something's confusing, the power of numeric calendar values (no more "let's connect next week")...
Stop Discounting - Closing Strategies with John Barrows
The Advanced Selling Podcast
30 minutes
1 month ago
Stop Discounting - Closing Strategies with John Barrows
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. T...
The Advanced Selling Podcast
Send us a text Part two of our macro vs. micro skills series—and this one gets tactical. Bill and Bryan dive into the small, incremental skills that most salespeople overlook but that separate pros from amateurs. These aren't the big-picture capabilities; they're the in-the-moment moves that determine whether your sales calls actually go anywhere. The guys cover the courage to stop and clarify when something's confusing, the power of numeric calendar values (no more "let's connect next week")...
