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123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
30 Minutes to President's Club | No-Nonsense Sales
Foster Understanding to Avoid Resistance
Creating a safe and open dialogue is crucial for effective communication. By starting with broad, exploratory questions about a problem, you can encourage the other party to share insights without feeling defensive. This approach allows for a deeper understanding of the issue at hand. Once they express the general impacts, you can then pose more focused questions that drive them to consider specific consequences, thereby increasing urgency around the problem. Summarizing previously shared information reinforces understanding and sets the stage for this transition from open questions to targeted inquiries. This systematic questioning strategy builds rapport and uncovers critical insights that may not have been initially considered.
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