Episode 64: Upfront Client Contracts and the Ability to Say No - Jim Brown

Have you ever said “no” to a client and walked away from a deal? Maybe you knew that your services weren’t a good fit for their pain, or that they weren’t ready to hear the solutions you presented.

In this episode we’re joined by founder and host of SalesTuners, Jim Brown. As a sales coach who specializes in every stage of the sales pipeline, Jim is an expert in client relations. He’s here to discuss his unique method of using upfront contracts: beginning a relationship by telling the client that either party has the right to walk away from the conversation!

Episode Highlights:

• The meaning behind the SalesTuner brand
• Learning through failure
• Qualification versus disqualification
• Creating an “upfront contract” with your prospects
• How to prepare for a team call
• Getting a client to close: Jim’s number one question to ask a client
• Self-diagnosing problem areas
• Funnel math

Resources:

Want more from Jim Brown? Connect with him Linkedin, follow him on Twitter, and check out the SalesTuner podcast!

Download the SalesTuner workbook for free by visiting http://www.salestuners.com/roadmap