Podcast episode
Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
30 Minutes to President's Club6 Aug 202436 min
Description
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 PATH TO PRESIDENT’S CLUB Founder, Braun Training Former Head of Sales @ Basecamp Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Josh Braun's Tongue Tied flashcards Things you can steal 30MPC Training: 30mpc.com/training
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compensations like Armand does, who's been there for 15 or 20 years. Well, Josh, what's brilliant about what you're doing here is a lot of times when you're doing a quote unquote pitch in sales on a cold call, especially you're shooting in the dark. You're like, I got to take my best guess. I've got a list of seven problems. “I'm going to roll the dice and hope that I landed on the right one.” And if I didn't, oftentimes I've lost the call because my pitch didn't hit the mark. And so what you've done is you've pulled their situation in one very small question. You said, are you using Riverside or using Adobe? Whatever it was, or are you using this or this?
it's probably too expensive for you. No, actually, I'm on Windows and that thing's only on a Mac. That's a knowledge gap, right? So what we're doing is anyone that's been running, and especially back then, they know of an iPod. They chose not to buy one. Is it because what Armand said? I don't want to be locked into the Apple ecosystem? Because that was, again, that's a knowledge gap. You're “calling out the biggest misconceptions that would prevent somebody from buying your solution.” And you're establishing, you're almost inoculating against the objection because you're like, this exists. And then you created a gap to dispel it. You're not jumping right to, oh, the 3.0 release now has this. You're like, oh, you probably saw this issue. And that creates space too.