EP 157: Hold Everything!

<p>When you’re nearing the end of the quarter, especially the fourth quarter, do you tend to panic and offer a discount in order to close any deals hanging fire? Oren Klaff, New York Times bestselling author of Pitch Anything and Flip The Script, discusses the downside of this neediness on today’s Market Dominance Guys podcast. Our two hosts, Chris Beall and Corey Frank, explore with Oren what happens to the status you have so carefully built with your prospective customer if you blatantly display just how needy and desperate you are to close the deal. Does showing your soft underbelly increase your chance of closing the deal? Or does your neediness kill the deal altogether? Oren’s advice is to stick to the sales process — and HOLD, no matter what. Join these three sales analysts as they caution the sales reps of the world about the pitfalls of a needy mindset when a sales deadline is looming on today’s Market Dominance Guys’ episode, “Hold Everything!”</p> <p>----more----</p> <p>More Marketet Dominance Guys episodes with Oren Klaff here:</p> <p><a href='https://marketdominanceguys.com/category/guest-oren-klaff'>https://marketdominanceguys.com/category/guest-oren-klaff</a> </p> <p>About Our Guest</p> <p>Oren Klaff is one of the world's leading experts on sales, raising capital, and negotiation. He is the New York Times bestselling author of two sales-related books, <a href='https://www.amazon.com/Flip-Script-Oren-Klaff-audiobook/dp/B07VH18F6N'>Flip The Script </a>and <a href='https://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/B09BRG1WTX'>Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal</a>. Employing his securities markets experience in capital-raising advisory leadership, Oren is Managing Director of Capital Markets at the investment bank Intersection Capital, where he manages its capital-raising platform. Since 2005, Oren has grown the firm to approximately $2 billion in aggregate trade volume across a diversified portfolio of companies and transaction