Here's the problem salespeople face.
Sales is about asking questions...
But they stop asking questions the second they hit an answer they know they can solve.
What's the problem with that?
Often, those questions are surface questions.
To increase your chances of "closing," you need to dive deeper.
Like Simon Sinek says - you need to find the "why."
When you understand why something's a problem for a client (as opposed to only the "what"), you can talk to the real issues and look to solve those.
Everyone can solve the "what," only a few work on the "why."
How do you do it? Paul and Fab talk about it in this episode.
