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What is your favorite sales question and the best answer you've heard?

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2 Answers
Developing Your Sales Career
  1. Jon Boyer
    Jon Boyer

    Zapier VP of Sales | Formerly Zapier, Postman and Slack • 3y

    I don't have a favorite question but I do prefer open ended questions in discovery. Close ended questions start with helper verbs. Every question beginning with these words(Am, Are, Is, Was, Were) can be answered by a buyer with a yes or a no. Even when folks give you more than a yes or no they will always be giving you less than a response to an open ended question. To get the most information and provoke deep thought from a prospect. I coach my team to leverage open and command open questions. ...Read More

    3,385 Views
  2. Justin Offermann
    Justin Offermann

    ComfyUI Head of GTM • 4mo

    “What happens if you don’t solve this?” Follow-ups I like: • “What does that cost the business?” • “Who feels the impact and where does it show up?” • “What are the long-term ramifications if nothing changes?” It’s a great question because it turns a “nice-to-have” into a quantified business risk or outcome. As a sales person, you are an intelligence operative and that answer gave so much information: • Hard consequences (incident + legal exposure) • Executive-level stakes (risk reduction, compl ...Read More

    474 Views

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