30 Minutes to President's Club | No-Nonsense Sales 238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
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Aug 6, 2024 Josh Braun, an expert in cold calling and founder of Braun Training, shares invaluable insights into effective sales techniques. He emphasizes starting calls by recognizing what prospects might already know and addressing their objections upfront. Braun discusses the importance of highlighting a prospect's challenges by contrasting their current state with the potential benefits of your solution. He also encourages asking targeted questions to uncover specific problems while crafting relatable problem stories to enhance engagement and drive sales success.
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Explain What You Do
- Explain what you do in a way that inspires people to care.
- Use the before and after framework.
Detach from the Outcome
- Detach from the sales outcome to avoid sounding desperate.
- If a prospect ghosts you, ask for feedback instead of pushing for the sale.
Handle Price Objections
- Don't defend your product against price objections.
- Ask questions to highlight knowledge gaps about competing products.