Podcast episode
Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan
30 Minutes to President's Club4 Mar 202536 min
Description
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- ACTIONABLE TAKEAWAYS: Deflect Product Questions Early: When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features. Reduce Technical Objections: If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker. Dig Beyond Surface Problems: Low win rates aren’t the real problem. The true impact is missing revenue targets, losing reps, or struggling to hit quota. Always tie issues to business consequences. Identify the Root Cause Before Solving: Before proposing solutions, confirm the real problem, its impact, and the root cause. Then present your solution in a way that connects all three. KEENAN'S PATH TO PRESIDENTS CLUB: CEO @ A Sales Growth Company Author of Gap Selling VP of Sales @ 2Wire VP of Sales @ Avaya RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
do you have? 10. And what′s the number of deals that they close in a year? They′re going to say 10. Again, easy math. And if I do this backwards at 10% or 20%, that means it′s 50 each one is getting. So now I get 50 deals each rep, that′s 500 deals. And so then I say, okay, at those 500 deals, what′s your average deal size? 100,000. “I just back myself into how much they′re leaving on the table.” You work with all different types of organizations, Keenan. My guess is that you′ve helped some clients with this stuff for who are not selling sales training and who are not doctors. Could you give an example of how you helped a sales org or the pick that you built for