Adam KayRevenue executive, experienced in scaling early stage startups, fundraising and hiring and developing world-class teams

4 Questions That Will Help You Close More Deals

Name: 4 Questions That Will Help You Close More Deals
Uploaded: 2023-09-01T19:16:04+00:00
Duration: 43 s
Channel: Adam Kay
Description: A brief sales-advice video by Adam Kay arguing that most sales questions are ineffective and offering four specific questions to improve discovery and…

1 Sept 2023 · 1 min

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A brief sales-advice video by Adam Kay arguing that most sales questions are ineffective and offering four specific questions to improve discovery and close more deals: (1) Ask about the prospect's biggest challenges in the target area; (2) Ask what in their business makes that a priority now; (3) Ask which metric is suffering because of those challenges to quantify value; (4) Ask why they need to solve it now to uncover a compelling event and create urgency. The advice focuses on reframing conversation, quantifying impact, and finding urgency.

Chapters

95% of questions that salespeople ask are worthless. Here are four questions that will help you close more deals and create more value. Number one, tell me about your biggest challenges when it comes to X area that you solve for now. This isn't mind blowing, but it simply sets the conversation in the right direction. Number two, what's going on in your business that's driving that to be a priority? You're going to notice that buyers chuckle at this question half the time because they're thinking of the train wreck going on in the background. Number three, what metric is suffering as a result of these challenges? This helps you quantify the value. And number four, what's driving you to solve this now rather than later? This will help you find a compelling event that you can use to create urgency.