A sales coach reviews a call where a prospect said they wanted to fix "everything." Instead of accepting that vague answer, the salesperson should ask what they actually miss and how it affects them, turning a generic complaint into a specific problem worth solving.
So what does that keep you away from for yourself? Like, your own time? Everything. Everything we need to show. Like, it's not obvious. Well, hey, man, like, I'm not in your shoes, I'm in mine. Help me understand, what does everything mean to you? He was saying, like, hey, I just. I get off work and I have to go right to hockey. Right. So he didn't mention he was actually missing the games. And you asked him, like, hey, what impact does it have, like, you missing the game? That's going to be a little bit of just actually listening to what he said. So we kind of attacked the wrong thing. That's why that didn't quite land. So we'd either need to clarify to get something. Okay, so you still do make the actual, like, sporting event. So, like, what. What do you actually miss that you would maybe like to have? You would have to flush it to get something better.
Comment “LAZY” and I’ll send you how I’m making $100k/mo in sales working less than 4 hrs a day
