Sales Transformation #475 S2 Episode 344 - GOOD COP, BAD COP: Executing A Good Discovery Without Making It An Interrogation
INTERROGATIONS ARE UNCOMFORTABLE
Prospects hate to feel like they are in an interrogation. In this episode, Collin talks about the struggles of a salesperson when doing a discovery, from the lack of confidence to thinking of the right questions to ask, to finding the right timing for your questions. Find out more by tuning in to this latest episode of Sales Transformation.
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TRANSFORMING MOMENTS
- The trap of nervousness and lacking confidence
- Some people struggle with what questions to ask
- The timing of your questions is very important
“This is something we've actually never talked about, is these different types of questions and the timing of the questions is so important because what you mentioned earlier, Ari is the discovery shouldn't feel like an interrogation, and when you ask those high-trust questions too early, then it's like, ‘Oh, this guy's just running bad on me, and it does feel like an interrogation.” - COLLIN: Proper timing for high-trust questions
Connect with Ari
Ari Barmapov | Foundations Sales Consulting | FoundationsConsultin.ca
Connect with Collin