The Deal RecordEp. 12 · Sep 9, 202631 minWith Marcus JohnsonHosted by Mark Richards
Pricing in the first call closes 2.1× slower
What 1,400 recorded discovery calls say about when to talk price, and the two questions that keep a first call on the problem.
Chapters
- 00:00
- The number that surprised the sales floor
- 09:05
- Why early pricing stalls the deal
- 21:40
- Two questions that hold the line
What 1,400 recorded discovery calls say about when to talk price, and the two questions that keep a first call on the problem.
In this episode
00:00 — The number that surprised the sales floor.
09:05 — Why early pricing stalls the deal.
21:40 — Two questions that hold the line.
Recorded for season 2 of The Deal Record. Episodes run about 31 minutes and are released every other Tuesday.