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

Watch This To Level Up Your Sales Skills

Name: Watch This To Level Up Your Sales Skills
Uploaded: 2023-10-04T17:29:02+00:00
Duration: 53 s
Channel: Adam Kay
Description: A short instructional YouTube video by Adam Kay about improving sales skills using "context-led questions." The speaker defines context-led questions as…

4 Oct 2023 · 1 min

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A short instructional YouTube video by Adam Kay about improving sales skills using "context-led questions." The speaker defines context-led questions as queries preceded by a research-based observation or insight to give the buyer context for the question, then shows an example: prefacing a question to a head of sales ("Vanessa") with a market insight about hiring slowing compared with a year ago to trigger a richer pain/problem-focused conversation.

Chapters

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. Example 3 is drawing on broader external factors. Vanessa, maybe we can start here. So you're head of sales for a hiring software company and the elephant in the room as far as I can tell, is your market is hiring significantly less than they were a year ago. So I'm curious how you're handling that and what kind of changes you're considering making to your sales approach and just how that's showing up in your world and how you're handling it right. That is far more powerful than just saying, Vanessa, tell me about the challenges you're facing when it comes to selling Right. So we're leading with an insight that is based on research we've done before the call. And then when you ask your question now, you're going to trigger a very rich, productive pain and problem based sales conversation.