A short YouTube video (by Eric Deeran - Master Filmmaker) explaining a sales-call technique called "chunking down." The speaker shows how to ask progressively deeper questions to uncover prospects' pain and shift them into cost-based thinking (e.g., asking why they haven't used video marketing and suggesting they may be leaving money on the table). The goal is to make prospects relive their pain so they choose to buy the offered product or service.
Chapters
So when you have sales calls with your prospects and you're asking them about their pain points or their problems, what you want to do is what we call chunking down. And so when you have clients who are telling you about a painful problem or an issue in their business that they're looking to get solved through video content, what you want to do is you want to ask questions a layer or two deeper. So if someone says something like, yeah, we haven't really used video marketing in the past, I might ask a question like, oh, is there a reason why you haven't used it? Well, we just never really had the time to do it. And then I jump down a little bit further and I might ask a question like, well, do you feel like because you haven't been able, able to post content consistently that you may be leaving clients on the table because you're not able to get in front of them and bring them into your ecosystem? And that's going to get the prospect into cost based thinking with them thinking about all the money they might have been leaving on the table because they haven't been implementing this specific strategy. And so you want to ask them questions and you want to chunk down layers deeper to get them to relive their pain. And when you get clients to relive their pain, you get them to change, which is buying your product or service.
