238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)

FOUR ACTIONABLE TAKEAWAYS

Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap

When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state

Ask about specific situations to accurately identify the exact problems the prospect is facing

Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in


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Founder, Braun Training

Former Head of Sales @ Basecamp

Former VP of Inside Sales @ Jellyvision


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