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30 Minutes to President's Club | No-Nonsense Sales
Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
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.
37:36
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Quick takeaways
- Use vertical questions to avoid surface level interrogation and uncover deeper meanings.
- Build trust by framing questions in a conversational manner and positioning yourself as an advisor.
Deep dives
Importance of Structuring a Discovery Call Effectively
Structuring and managing the 22 minutes of a 30-minute discovery call can significantly impact your success as a salesperson. To be successful in sales, managing and running these interactions effectively is crucial. The podcast delves into the keys to a successful discovery call, outlining philosophies behind a good discovery call.
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