30 Minutes to President's Club | No-Nonsense Sales Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
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May 28, 2024 Sales experts Nick and Armand discuss the importance of asking deep discovery questions to uncover business problems in sales calls. They highlight the 'Situation Problem Impact' framework and stress the value of building trust with prospects through genuine conversations rather than interrogation.
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Structure Discovery Calls
- Structure and manage the 22 minutes after pleasantries and agenda, but before next steps, of your 30-minute discovery calls.
- This will significantly impact your sales success.
Find Business Problems
- Focus on uncovering business problems, not just process problems, to find pain that truly impacts the organization.
- For example, non-compliant billing leading to write-offs is a business problem, unlike inefficient billing processes.
Vertical Questioning
- Use vertical questioning, delving deeper into each answer rather than asking many surface-level questions.
- Make discovery a conversation, not an interrogation, with give and take, and avoid long monologues.