Join host and Harvard Business School Online Creative Director Chris Linnane as he sits down with HBS faculty to discuss business education in a way that’s both entertaining and insightful. The Parlor Room is your key to breaking down academic theory without sacrificing depth—all while gaining practical takeaways for navigating the business world.
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Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ro.player.fm/legal.
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238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
MP3•Pagina episodului
Manage episode 432766858 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ro.player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS
- Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap
- When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state
- Ask about specific situations to accurately identify the exact problems the prospect is facing
- Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in
PATH TO PRESIDENT’S CLUB
- Founder, Braun Training
- Former Head of Sales @ Basecamp
- Former VP of Inside Sales @ Jellyvision
RESOURCES DISCUSSED
391 episoade
MP3•Pagina episodului
Manage episode 432766858 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ro.player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS
- Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap
- When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state
- Ask about specific situations to accurately identify the exact problems the prospect is facing
- Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in
PATH TO PRESIDENT’S CLUB
- Founder, Braun Training
- Former Head of Sales @ Basecamp
- Former VP of Inside Sales @ Jellyvision
RESOURCES DISCUSSED
391 episoade
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