A sales technique for identifying what actually matters to your client. Ask the right questions and let them discover their own core problem instead of pitching solutions to everything at once.
For years when I was selling HubSpot, I'd isolate the one problem that they had to solve and I literally would never show 99% of what HubSpot could do. The 1% is the only thing that matters. But you see, most people don't understand how to sell that way. When you become a coaching company, that's how you learn how to sell. Because you learn how to ask world class questions that lead quickly to the core of the problem or the need and they can self discover on their own that that's the move they need to make.
