FOUR ACTIONABLE SALES TAKEAWAYS
Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions
Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped
Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", "
Recap what you've learned and give back by sharing a story or a very short "harbour tour demo"
RESOURCES DISCUSSED
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Things you can steal
Early access to The Book on Cold Calling
Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
