#8 - Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
30 Minutes to President's Club | No-Nonsense Sales
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Why You Shouldn't Ask Problem Base Questions
Stop asking discovery questions, or even worse, qualifying questions to your buyers early on. Ask them problem base questions. That exposes a problem that they maybe didn't have. It also makes you look like more in authority to them when you're talking. If i asked you right ahey, this is coving from me, old podcast ink, re'll quit questionng for you here,. Like, is that something you're able to do right now, as it's taking you a lot of time? The last one has better problem based questions.
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