#152 - Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently.
30 Minutes to President's Club | No-Nonsense Sales
February 8, 202330m 30s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it.
- Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly.
- Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be.
- Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently.
PATH TO PRESIDENT’S CLUB
- Founder & CEO @ Flip the Script
- Head of Sales Development @ Chorus.ai
- Regional VP of Business Development @ G2
- Sr. Manager, Inside Sales @ Gong.io
RESOURCES DISCUSSED