How Pete Scanlan Leveraged Advanced Sales Tactics To Win A Competitive Deal

“No Cowboys.  You Don’t Win Deals By Yourself.” 

Over the years in sales you pick up certain truths. 

Things you had to learn the hard way…by losing big deals. 

These truths become sales tactics…

Tactics you end up using inside of every deal. 

I call these tactics ADVANCED sales skills. 

Pete shares many of these skills with us

And how he used them to close a competitive deal

In this weeks sales training episode on The Deal Breakdown.


What to listen for

  • Pete’s company & background: [00:48]
  • What was the size of the deal: [08:28]
  • How did they find the deal: [11:06]
  • What was the first appointment like: [14:30]
  • What was the next step: [20:55]
  • The demo: [29:20]
  • The proposal: [34:00]
  • On competition: [35:00]
  • Creating urgency: [38:40]
  • Things He Did Well: [43:40]
  • Things He Would Do Differently: [48:55]
  • Words of Wisdom: [51:20]

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