The Audible-Ready Sales Podcast Tips for Asking Great Questions
12 snips
Mar 19, 2024 John Kaplan shares insights on asking pertinent discovery questions in sales. Topics include preparing for discovery sessions, earning the right to ask deep questions, aligning differentiation with the buyer, and wrapping up sales calls effectively.
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Prepare Discovery with Bullseye
- Prepare discovery calls by researching from industry to personal impact using the "bullseye" approach.
- Always send an agenda before the call to set expectations and earn the right to ask deep questions.
Blindsided by Competitor Allies
- John Kaplan once bombed a meeting with a CMO because he failed to send an agenda and was blindsided by competitor allies.
- This painful experience taught him to always send an agenda to avoid surprises and establish meeting focus.
Set Traps Around Differentiation
- Attach your sales approach to the customer's biggest business issue and influence decision criteria with your differentiation.
- Use trap setting questions to make the customer realize the negative impact of lacking your unique strengths.