#304 - Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
30 Minutes to President's Club | No-Nonsense Sales
May 28, 202437m 36s
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Show Notes
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