30 Minutes to President's Club | No-Nonsense Sales #336 - Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
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Aug 6, 2024 Josh Braun, an expert in cold calling and founder of Braun Training, shares invaluable insights into effective sales techniques. He emphasizes starting calls by recognizing what prospects might already know and addressing their objections upfront. Braun discusses the importance of highlighting a prospect's challenges by contrasting their current state with the potential benefits of your solution. He also encourages asking targeted questions to uncover specific problems while crafting relatable problem stories to enhance engagement and drive sales success.
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Identify Key Differences
- Find areas where your product differs from the competition or status quo.
- Talk to recent customers and mine customer success stories for "before story quotes."
Cold Call Opener
- On cold calls, acknowledge the prospect's existing solution.
- Ask questions to understand their current process and potential pain points.
Presuppose Consideration
- Assume prospects have considered your type of solution.
- Ask questions to understand why they haven't adopted it yet.