Podcast episode
The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)
30 Minutes to President's Club7 Jul 202132 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * “Cut” your prospect before showing them the band-aid - solidify the enemy. * Utilize stories when you hear a clear prospect pain-point. * Ask related questions before the big questions. Start small before going big. * Plant landmines with credibility and aligning yourself with the features your prospect cares about. ====================== David’s Path to President’s Club: * Founder of Cerebral Selling * Lecturer at Smith School of Business at Queen's University & London Business School RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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You're more likely to get a response that leads you in the right direction. If you ask the related question first. And then lastly, number four, when you're dealing with any competitors, it's really, really important not to just throw mud, not to get stuck in the feature battle, but more importantly, “one, speak in the terms of what your customers see,” but then two, say, hey, customers say that this competitor is really good for X and we're really good for Y. Today's show is brought to you by Insightly. The CRM helps you spot deal risk early, so pipe reviews actually drive your number. One question I ask in nearly every deal review is,
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