Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
The Most Important Sales Question Nobody Asks
In episode 100 of Sales Leadership with Fexingo, Lucas and Luna tackle a blind spot that costs reps millions: the question nobody asks in discovery. They break down the 'Why now?' probe using a real enterprise deal where a $2.3 million contract hinged on a single timing trigger. You'll learn the three-layer framework for uncovering urgency, how to distinguish manufactured urgency from real business pain, and why most discovery is too polite to close complex deals. Plus, they share a counterintuitive tactic for handling prospects who say 'We're not ready yet.'…
The skinny
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