Latest / 30 Minutes to President's Club | No-Nonsense Sales
#152 - Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
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FOUR ACTIONABLE TAKEAWAYS
If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it.
Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly.
Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be.
Prospect by identifying the top 2-3 problems that…
The skinny
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