Level Up Your Sales Skills With These Questions - Part 2

Context led questions. These are questions that are preceded by sharing an observation or an insight and those observations and insights give your buyer context as to why you're asking the question. So let's look at example number two. Now sharing an observation about their industry at large. So this one sounds like this. Emily, I spent some time looking at the customer success technology industry before this call. It seems like the category is evolving where CSMs and the technology they use are now more focused on expansion rather than just preventing churn. How are you seeing that show up in your world and what kind of strain is that putting on your product team? Okay, so this is assuming I'm selling to a decision maker in the customer success technology space and I probably sell some sort of technology that helps their product team move faster. I'm not just sharing any observation, I'm sharing an observation that leads to talking about a problem that I can solve.