How to Succeed at Looking for Trouble

Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.

• The best attitude, behavior, and technique on how to succeed at looking for trouble
• It’s better to uncover the trouble with your clients than ignore it
• Go for the “No”
• Look for trouble even in your “great” deals
• Ask, “What are we missing?”
• Are there technical obstacles?
• If you know they have pain, and they aren’t moving, you must go looking for trouble
• If you have multiple meetings, always ask, has anything changed?
• Use the negative reversal
• Use DISC to determine how to look for trouble with different clients

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