Another well done and concise video with actionable improvement for anyone at any stage or age. I love the 4th point as I saw in my last role how preplanning TOO much or many questions actually makes it hard to advance the call or meeting because you can miss the spontaneous and relevant points your buyer makes and completely fail to dig deeper or clarify because you are running out of time to ask all YOUR questions.
Hi Chris, Thanks for your video! Even though I sell tech to small business, and my solution is typically more simple than SaaS deals, many of your points hit home. Especially the discovery questions up front. I usually start with three simple discovery questions after a brief warm introduction. Keep the videos coming!!
After 3-5 discovery questions, summarize is key and works by taking the client off the questioning path and will not get exhausted or feel interrogated
How would you work on summarizing on the information the customer has shared with you and restating it to them to let them know you understand their problem? I can watch these video and learn great questions but I think the challenge comes with understanding and restating, want to learn how people build this skill.
learn to uncover BIG business pain, create urgency from "thin air," and close more SaaS deals here: go.pclub.io/discovery
Another well done and concise video with actionable improvement for anyone at any stage or age. I love the 4th point as I saw in my last role how preplanning TOO much or many questions actually makes it hard to advance the call or meeting because you can miss the spontaneous and relevant points your buyer makes and completely fail to dig deeper or clarify because you are running out of time to ask all YOUR questions.
Yep. It's great to plan as you said. But always be willing to discard it in the heat of the moment based on what's happening.
Hi Chris, Thanks for your video! Even though I sell tech to small business, and my solution is typically more simple than SaaS deals, many of your points hit home. Especially the discovery questions up front. I usually start with three simple discovery questions after a brief warm introduction. Keep the videos coming!!
Will do, and glad you're finding it helpful! Here to do my best to help others realize greater sales success.
After 3-5 discovery questions, summarize is key and works by taking the client off the questioning path and will not get exhausted or feel interrogated
Absolutely true.
How would you work on summarizing on the information the customer has shared with you and restating it to them to let them know you understand their problem?
I can watch these video and learn great questions but I think the challenge comes with understanding and restating, want to learn how people build this skill.