238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
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FOUR ACTIONABLE TAKEAWAYS

• Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap

• When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state

• Ask about specific situations to accurately identify the exact problems the prospect is facing

• Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in

PATH TO PRESIDENT’S CLUB

• Founder, Braun Training

• Former Head of Sales @ Basecamp

• Former VP of Inside Sales @ Jellyvision

RESOURCES DISCUSSED

• Join our weekly newsletter)

• Josh Braun's Tongue Tied flashcards)

• Things you can steal)