Mastering the Art of Inviting Questions in Sales

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”.
• Use “To what extent” to turn any close-ended question into an open-ended question.
• Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this?
• Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?”

PATH TO PRESIDENT’S CLUB

• Lead Enablement Manager @ CB Insights
• Enterprise Account Executive @ Sentieo
• Sr. Account Executive & Team Lead @ Axial
• Sr. Associate @ Deloitte

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal