115 (Sell): Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)

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FOUR ACTIONABLE TAKEAWAYS

• Quantify the number of qualification questions you are going to ask to avoid discovery fatigue.
• Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at.
• Once you’ve heard their priorities, add to them so you can establish credibility as an advisor.
• Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt.

PATH TO PRESIDENT’S CLUB

• Founder @ Sell Better by JB Sales
• Host of Make it Happen Mondays

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