Introduction

FOUR ACTIONABLE SALES TAKEAWAYS

• Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions
• Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped
• Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", "
• Recap what you've learned and give back by sharing a story or a very short "harbour tour demo"

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Early access to The Book on Cold Calling