30 Minutes to President's Club | No-Nonsense Sales #434 - Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan
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Mar 4, 2025 Keenan, CEO of a sales growth company and author of Gap Selling, shares his insights on mastering discovery calls. He emphasizes redirecting product questions to uncover business motivations and how to address technical objections by focusing on major pain points. By revealing the true impact of problems, he advocates for a deeper understanding of customer needs before proposing solutions. Keenan also introduces the Problem Identification Chart to help salespeople identify root causes for low win rates.
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Targeted Discovery
- Know the problems your customers solve before starting a discovery call.
- Treat the call like a scavenger hunt; know what you're looking for.
Product-Centricity Pitfall
- Never start a conversation with your product; focus on discovery.
- Ask about the buyer's prompt for the call and their desired outcome.
Deflecting Product Questions
- Deflect product questions by asking about the buyer's organizational context.
- Understand their motivations for seeking a solution.
