#304 - Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)

FOUR ACTIONABLE SALES TAKEAWAYS

Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions

Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped

Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", "

Recap what you've learned and give back by sharing a story or a very short "harbour tour demo"

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