30 Minutes to President's Club | No-Nonsense Sales #8 - Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
45 snips
Jun 17, 2020 AI Snips
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Transcript
Episode notes
Talk to Customers
- Talk to more customers, not just prospects, to understand their needs.
- Ask them why they bought, how they describe the product, and their prior fears.
Eight-Miling Objections
- Address objections head-on by preemptively acknowledging potential weaknesses.
- This disarms prospects and maintains control of the conversation.
Problem-Based Questions
- Ask problem-based questions early on in the sales process.
- Expose problems they might not be aware of and position yourself as an authority.