133 (Sell): Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)

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FOUR ACTIONABLE TAKEAWAYS

• If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it.
• Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly.
• Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be.
• Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently. 

PATH TO PRESIDENT’S CLUB

• Founder & CEO @ Flip the Script
• Head of Sales Development @ Chorus.ai
• Regional VP of Business Development @ G2
• Sr. Manager, Inside Sales @ Gong.io 

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal