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: 2023-10-02T17:26:03+00:00
Duration: 57 s
Channel: Adam Kay
Description: Brief guidance on using context-led questions in sales discovery: precede questions with an observation or insight about the buyer (e.g., a recent press…

2 Oct 2023 · 1 min

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Brief guidance on using context-led questions in sales discovery: precede questions with an observation or insight about the buyer (e.g., a recent press release) to give context and make it easier for the buyer to engage. Contrasts context-led phrasing with direct questioning and argues the former reduces friction and increases productive engagement.

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. So, first example, an observation about their specific company. And so this I'm selling to a guy named John. It says John. I'd love to start by talking about something I read on your company's recent press release. It mentioned your company is entering the sales engagement category and plans on competing in that space going forward. I'll make it clear why it's relevant for us to talk about this in a second, but do you mind if we start by talking about what factors drove the decision to enter that market? Now compare that to just rightly starting the discovery conversation with so what drove you to get into the sales engagement space? Right. You might get a good answer, but it can feel a little more taxing for your buyer to answer that. Whereas sharing your observation before smooths things out. Okay. It gets them far more engaged and likely to want to have a productive conversation with you.