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
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