30 Minutes to President's Club | No-Nonsense Sales #148 - Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
28 snips
Jan 11, 2023 AI Snips
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Use A Simple Discovery Framework
- Simplify discovery into Situation → Problem → Impact buckets before the call.
- Use that framework as the bones for every conversation to stay focused and efficient.
Ask 'Why' To Reveal Real Intent
- Ask why questions instead of how or what to move from situation to problem.
- Use non-cringe phrasing to reveal intent and impact rather than process details.
Offer Buckets To Focus The First Question
- Start discovery by proposing common situations (A, B, or C) instead of an open "why did you take the call?".
- Let the prospect pick the relevant bucket so you avoid long off-topic monologues.