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
Identifying the Root Cause of a Close Rate Problem
I want to ask you about the root cause focus that you were talking about earlier. What do you do if the buyer is getting the root cause wrong? AKA cars broken down on the weight of Vegas. We all get out. Arm ons an idiot. He can't fix a car and he goes, oh, I think it's a flat tire and it's not a flat tire. The engine steaming. How do you challenge the customer and help them redefine the way that they think about things? That's when you start rigging deals in your favor.
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