Ep. 2 Juan Arcila - The power of radical honesty

OUTBOUND

In this episode of Outbound, host Joseph Lewin speaks with Juan Arcila about effective outbound strategies and tactics to build relationships with your ideal customers.

They discuss Juan's approach of "radical honesty" and transparency in sales and how being upfront builds trust and rapport with prospects.

Juan provides examples of how he implements radical honesty through cold calling, discovery calls, and addressing pricing and other objections early on.

He shares anecdotes of times this strategy has worked well. Listen in to gain actionable tips on using honesty and transparency to move deals forward faster.

Key Discussion Points:

- Why Juan starts cold calls by acknowledging it’s a cold call, which catches people’s attention (2:03)

- Frontloading hard conversations like pricing in discovery calls (4:50)

- Addressing the 3 reasons it may not be a fit upfront builds trust (5:34)

- The problem with providing value first before sharing high pricing (6:04)

- An example deal where radical honesty led to a big win (9:19)

- Practical ways to implement radical honesty in your sales process (11:25)

Guest Bio:

Juan Arcila is an account executive who helps growing SaaS companies close new business. He uses honesty and transparency to build relationships and trust with prospects.

Key Quotes:

"I tell them right up front, it's like, hey, I'll be completely upfront, and you're probably going to hate me for this, but this is actually a cold call." (2:03)

"Front-loading those hard conversations. First, it's a great way to build rapport and trust with your ideal customer." (5:37)