Episode description

Asking prospects “Do you have a problem?” is ineffective, and causes conversations to die. A better approach that gets them to open up is using "assumptive problem quesitons.  These get them to relive their challenges, and create urgency for a solution.

Art breaks down the psychology behind these questions, shares examples from different industries, and provides an actionable exercise to create your own. Learn how to turn conversations into results and position yourself as the trusted expert every prospect needs.

Art also announced the opening of the new, revised Smart Calling College prospecting and sales training program: http://SmartCallingCollege.com