Effective Techniques for Addressing Prospect Challenges

FOUR ACTIONABLE TAKEAWAYS

• Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap
• When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state
• Ask about specific situations to accurately identify the exact problems the prospect is facing
• Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in

PATH TO PRESIDENT’S CLUB

• Founder, Braun Training
• Former Head of Sales @ Basecamp
• Former VP of Inside Sales @ Jellyvision

RESOURCES DISCUSSED

• Join our weekly newsletter
• Josh Braun's Tongue Tied flashcards
• Things you can steal