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123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
30 Minutes to President's Club | No-Nonsense Sales
How to Build Urgency on a Discovery Call
Ask an open impact question and then follow that with a series of targeted impact questions about negative impact areas. That's how you build urgency. The point in that first scenario is you're not immediately asking about problems. You're asking about what they want to talk about, which is what motivated you to talk today. All right. Just to recap for the audience, Chris, the sequence that you walked us through is you sort of got us to a problem. You peeled back the layers of the onion on that problem. Then you went from an open ended impact question to a targeted impact question. Now you can ask a targeted question, which is number three, to what extent is this close right
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