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Stop Selling, Start Supporting: The 70/30 Approach to Closing Deals Faster
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April 24, 2025
Stop Selling, Start Supporting: The 70/30 Approach to Closing Deals Faster
Stop Selling, Start Supporting: The 70/30 Approach to Closing Deals Faster
Tired of "great meetings" that go nowhere? Your sales team might be doing the opposite of what actually closes deals. Most sales reps talk 70% of the time and listen 30%—but the highest-performing sales professionals flip this ratio completely.
In this 30-minute masterclass, you'll discover:
The Fatal Flaw in Traditional Selling: • Why talking about your solution first kills deals before they start • How following predetermined sales processes ignores actual buying signals • The real reason prospects "go dark" after initial discovery calls
The 70/30 Breakthrough: • 70% Listening, 30% Talking—the proven ratio that transforms sales conversations • Why most teams do exactly the opposite (and how to fix it immediately) • Real case study: Technology services company cut sales cycles by 33% and increased conversion by 35%
The Four-Step Implementation Framework:
- Restructure Your Discovery Process—Move from cursory questions to deep problem exploration
- Train Active Listening Techniques—Summarize, clarify, mirror language, and listen for emotion
- Align with Actual Buying Signals—Map your process to the 5 real buying stages prospects go through
- Track New Metrics—Beyond revenue: talk-to-listen ratios, problem clarity scores, buying process alignment
Advanced Question Framework: • Situation Questions: "How are you currently addressing this challenge?" • Problem Questions: "What specific obstacles prevent you from achieving your goals?" • Implication Questions: "What happens if this isn't solved next quarter?"
Perfect for: • B2B tech companies in healthcare, banking, financial services, and insurance • Sales teams experiencing extended cycles, inconsistent results, or high acquisition costs • Leaders who want predictable revenue engines instead of hope-based forecasting
What Makes This Different: This isn't generic sales training. We focus specifically on supporting buying processes rather than pushing predetermined sales stages. You'll learn to explore problems first, adapt to their buying process, address concerns collaboratively, and focus on helping prospects make the right decision.
Bottom Line Truth: Nobody cares about your solution until they believe you understand their problem. Stop playing defense with objection handling—start playing offense by mastering the 70/30 approach.
Hosted by: Dan Griffith, Greater Gain Group & GrowDGtal—specialists in building predictable revenue engines for B2B tech companies in highly regulated industries.
Transform your sales conversations from pitch sessions into problem-solving partnerships that close faster and more predictably.
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