This content was created by Brian LaManna. This content was uploaded by Brian LaManna. This is a YouTube video titled "The Art of Question Framing" created on October 16, 2025, featuring Brian LaManna, a six-time President's Club winner and current enterprise AE at GONG. In the video, Brian discusses the importance of how questions are framed in sales, providing examples of both ineffective and effective questioning techniques.
The best sellers master how they ask question. Each word and how you ask questions has a major impact. Hi, I'm Brian lamanna and I'm a six times President's Club winner and a current enterprise AE over at GONG and I'll give you three examples, the bad way and a good way of how to reframe it. So here's the pulse check moment. A bad way would be to say hey, any questions? A stronger way would be to say hey, what has stood out the most so far? For an impact moment, a bad option would be hey, does this resonate with you so far? A stronger option would be what would this allow your team to do differently today? And for a closing moment, a poor option might sound like did you like what you saw today? And a stronger option be hey, if you move forward, what's the first way you would use our product? Open ended questions, they always start with how, why and what. Close ended questions start with did. Does is the difference in how you ask these questions is the exact difference in how they'll answer them. And one answer can completely open up an entire deal cycle. Be meticulous.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
