247 (Sell) Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
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**ACTIONABLE TAKEAWAYS**

• Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact

• Find out if the problem is known and cared about across the company or just by one person

• Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured

• Position involving decision-makers as beneficial for them, making it easier to get in front of power

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