SOTR: If You’re Competing On Price, It’s A Race To The Bottom

Feb 18, 2022

In this Sales on the Rocks episode, we discuss SDR comp models, how to handle the ‘not enough case studies and experience’ objection, pros and cons of building a personal brand versus a company brand, when to get out of sales, and the one question to ask yourself if you’ve been thinking about scaling your business. 

What’s in Joey’s glass: Redbreast 12-Year Old Single Pot Still Irish whiskey

What’s in JJ’s glass: E.H. Taylor, Jr. Single Barrel Straight Kentucky Bourbon Whiskey

This Cast Covers:

  • Pulling the trigger on buying a firearm: Joey weighs in on gun safety (05:27)
  • JJ dips his toes into self-defense and home defense (11:00)
  • Objection handling 101 – How to handle an objection when prospects say you don’t have enough case studies, experience, or time in the space? (12:49)
  • Selling to friends: is it a terrific or horrible idea? (18:05)
  • When should you start thinking about getting out of sales? (22:43)
  • Joey and JJ give a sneak peek of the offer that’s in the works for founder-based sellers (26:07)
  • SDR compensation models (30:30)
  • Weighing in on Alex Hormozi’s concept of minimum viable unit price per project – does this make sense for outbound sales (36:10)
  • What you should be pricing your services per engagement (38:09)
  • Should agency owners or founders focus on building a personal brand or their company brand? (42:41)
  • Guess who’s joining us on the Sales on the Rocks podcast next week (48:14)
  • Whatever your foot in the door offer is, it should be focused on solving your prospects’ “bleeding neck” problems (50:02) 
  • Why having a gateway or foot in the door offer is important (52:06)
  • Joey reflects on whether to keep his agency as a lifestyle business or grow it into an enterprise (54:12)

Additional Resources:

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