How Joe Repaired His Client's Past Bad Experience & Turned It Into A Deal Worth 6 Months Quota

Two difficult objections to handle for anyone in sales are:

1) We’ve had a bad experience with your company in the past.

2) We are fine with the way things are right now. (status quo)

In this sales training episode from The Deal Breakdown podcast, learn how Joe Twomey took both of those objections head-on and turned it into a deal worth 6 months of his quota.


What to listen for

  • Joe’s company & background: [00:56]
  • Why he chose this deal: [03:24]
  • What was the size of the deal: [04:10]
  • How did they find the deal: [04:40]
  • What was the first appointment like: [06:45]
  • What was the next step: [09:30]
  • The proposal: [17:45]
  • On competition: [20:05]
  • 3 Things That Won The Deal: [22:30]
  • 3 Things To Do Differently: [25:30]
  • Words of Wisdom: [27:45]

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