#7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
30 Minutes to President's Club | No-Nonsense Sales
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Why Questions Can Put Your Buyer on the Defensive
"We have to do a better job of discovery and most of us are giving up way too quick," he says. "One of the things I backtracked a little from is asking why questions, which can put your buyer on the defensive because you're challenging them in a way" He adds: "It's like a doctor. I literally just keep dissecting why it matters without saying why"
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Transcript
