How To Uncover Pain On A Sales Call (ft. Keenan, Author of Gap Selling)
30 Minutes to President's Club
Zero theory or mindset discussions here; just actionable sales tactics that will win you deals today.
HALT! Subscribe here to never miss a noozy drop.
(Okay, now you shall pass.)
Most sellers spend 75% of discovery asking process questions like "how do you do this today" or "walk me through your current process."?
Prospects hate these questions because they know all the answers and they're purely bringing you up to speed.
In the world of Gap Selling, Keenan flips these garbage questions on their head.? Those questions should be asked LAST after you've found a problem worth solving:
Problem: Figure out what sucks
A doctor doesn't start every single appointment with a full-body physical: they start with the symptoms that suck.
领英推荐
Sure, the NP does the basics like checking your weight and blood pressure to make sure there's no radical change, but then the doctor is rated on diagnosis efficiency. Why are you here, is it something you should be concerned about, and what should you do?
But if a mediocre seller was a doctor, they would start every appointment with a full-body physical, even if someone came in for Pneumonia.?
When Nick and I enter a discovery call, there are a series of common problems we know sales tech companies have. In simple terms, they look like this:
We don't start by asking about every single sponsorship they have today, how they're running awareness campaigns right now, or what their marketing budget consists of...?because none of those things matter until they've shared a problem.
We'll cover different questions you can ask to uncover these problems next week. But for now, know that the easiest way to uncover these problems is to simply ask?why they took the call. Even if you outbounded them... there is?some reason they took the call.
Read the Rest...
(including how to figure out if if the problem is worth solving & the root cause)
The rest of this breakdown went out to 35k+ sellers on our weekly newsletter. Join here: https://hubs.li/Q02hwmRX0
Customizing Business Technology Solutions to drive profitability and compliancy Across the USA and Supporting Global Corporations including IT, Managed Networks, Hardware and Software. ([email protected])
1 年Sometimes the C level ignores the pain.. it needs to be loud enough so they can hear..
Enterprise Sales Player-Coach | Culinary Nerd
1 年Josh Magnes great example of meeting/agenda framework Chris Brown - good nugget here for you too ??
??Certified Gap Selling Training Partner | Transforming Sales Teams with a Problem-Centric? Methodology So Teams Win More | Top LinkedIn Expert-Denver | Sales Workshops | Hospitality Sales Pro | Podcast Host | Humor-ish
1 年The dr references always seem to put things in perspective for sellers. A real lightbulb moment when sellers realize that drs look for symptoms then make hypotheses and that we should do this too!!
Great work!! Articulated perfectly l!!