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

Feb 8, 2023

30:30

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Highlights

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Episode notes

Introduction

2min

Your Top 3 Actionable Tactics by Accord

4min

The Opportunity Cost to Every Question You Ask

3min

Identifying the Root Cause of SDR Performance Problems

4min

What Does a Demo Look Like?

2min

Is Your Response Rate Abysmal?

2min

The Conversation Around Metrics and the Impact

5min

Identifying Problems That They Didn't Know About

7min

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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.

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