Podcast Episode: Disarmingly Blunt and Disqualifying Early

Host and Guest

• Host: Armand Farrokh & Nick Cegelski
• Guest: Alex Bruschi, Director of Acquisitions at Towerpoint

Key Topics Discussed

Strategy and Approach

• Being Blunt:

  • Use minimal words when responding to questions.
  • Be straightforward with clients about the suitability of deals.
  • Avoid excessive politeness that can delay finding necessary information.

• Early Disqualification:

  • Do not hesitate to walk away from deals that seem unfit from the onset.
  • Prioritize asking the most important disqualifying questions early in the discovery process.
  • Embrace the ability to say "no" and focus on deals that align with goals.

Alex Bruschi's Success

• Achieved 130% of quota
• Completed one of the largest transactions at Towerpoint

Actionable Takeaways

• Use fewer words in conversation to maintain clarity.
• Be willing to inform clients when a deal does not make sense.
• Address the most significant disqualifying factors first.
• Accept the discomfort of saying "no" when needed.

Resources Mentioned

• Weekly Newsletter: Opportunities to learn more tactical sales strategies.
• "Things you can steal" link: Access to various resources that can be helpful in improving sales.

Tools and Techniques

• Podcast Technologies:
  • Utilizes Megaphone for stats and tracking.
  • Podsights used for analytics.

Additional Information

• Episode Duration: 26 minutes
• Release Date: October 7, 2020

---

For more episodes, visit the 30 Minutes to President's Club Podcast.