Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", " Recap what you've learned and give back by sharing a story or a very short "harbour tour demo" RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Early access to The Book on Cold Calling