Latest / 30 Minutes to President's Club | No-Nonsense Sales
#355 - Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
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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Sales Enablement Manager @ AlphaSense
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