#421 - How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame

30 Minutes to President's Club | No-Nonsense Sales · Feb 3, 2025 · 37m

ACTIONABLE TAKEAWAYS

Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better.

Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept.

Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency.

Turn Want into Why: During discovery, dig deeper to find the real business problem behind a customer’s desire for change.

JOHNNY'S PATH TO PRESIDENTS CLUB

Commercial Account Executive @…