Importance of Addressing Customer Pain Points in Sales

FOUR ACTIONABLE TAKEAWAYS

• Ask your inbound leads what prompted them to take the call.
• Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. 
• Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language.
• Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions)

PATH TO PRESIDENT’S CLUB

• Co-Founder & CEO @ Stealth Startup
• Director of Sales & Go-To-Market @ Gong
• Co-Founder & CEO @ Conversature
• Regional Sales Manager - New Business @ InsideSales.com 

RESOURCES DISCUSSED

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• Things you can steal