#336 - Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
30 Minutes to President's Club | No-Nonsense Sales
August 6, 202436m 3s
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Show Notes
FOUR ACTIONABLE TAKEAWAYS
- Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap
- When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state
- Ask about specific situations to accurately identify the exact problems the prospect is facing
- Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in
PATH TO PRESIDENT’S CLUB
- Founder, Braun Training
- Former Head of Sales @ Basecamp
- Former VP of Inside Sales @ Jellyvision
RESOURCES DISCUSSED